Six steps to successfull selling
3. Show value: Rather than just going through the product or service features and benefits, skilled sales and service people discuss and demonstrate product or service direct value-matches with each individual client’s specific situation, wants and needs and circumstances.
4. Identify obstacles or objections: By asking clients for their feedback on each value-match, clients are less likely to raise obstacles or objections because what’s being discussed is based on what the client has told the sales and service person is important to them.
5. Confirm the sale: Instead of 101 ways to ‘close a sale’ there are really only two ways. Either ask for a buying decision, or (and this is moving from service to sales) make a confident and genuine recommendation on what the customer needs to do to experience the value they seek.
6. Stay in touch: This is not always easy, but it’s often what happens after the sale that builds more rapport with customers. A simple phone call, thank you card or enquiry email, just to check that the customer is happy with their purchase, is valuable.
Successful selling for SMEs starts with an attitude of confidence in the sales and service provider that when they sell their product or service, they create value for each and every client and just as importantly, that the way that they sell ensures that each and every client will feel comfortable and confident that they are making a wise buying decision.
- David Penglase is founder and director of Sales Coach Central (www.SalesCoachCentral.com), recently awarded the National Speakers Association of Australia (NSAA) 2008 Speaker Hall of Fame Educator Award For Excellence, as well as the coveted Nevin Award.
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