They say that working in the sales industry is almost like practicing an art form, requiring an innate ability that makes a positive outcome possible. It also needs to be mentioned that many people have disdain for the industry and the people working in it, and sometimes for good reasons. Sales folks can be unethical on occasions, resorting to trickeries that should not be tolerated, under any circumstances. The problem is that the pressure often gets to them, and they forget the very fundamentals of sales and what it means to be a good salesman. Is it hard? Sure, but it is absolutely possible to be successful, yet remain ethical all the way.
Human Connection Sales is as much about human connection as it is about the actual product. If you take an aggressive stance and try to woo the customer in an aggressive fashion, there is very little chance that they will be interested in what you have to say. They may listen to you, or pretend they do, but the interaction will have a low chance to end with a successful sale. If it does, the customer probably really wanted the product and wasn’t going to leave without it. The key is engaging the customer at the right time. Connect with them and allow them to open up to you. You can hit up the conversation, but don’t start with a sales pitch. Allow them to connect to you on a human level. Then, when the actual conversation has started, you can ask them what it is that they want, whether they had heard about certain products, etc. Carefully guide them, and allow them to say no, because if you do, they will feel less inclined to do so. You Have to Know How This Movie Ends Improvisation can work. If you are a quick thinker with good interpersonal skills, you don’t necessarily have to stick to a script. But even in those instances, you have to have a game plan for crunch time. That’s the moment when you close the sale. You can take the scenic route to get there, but the destination has to remain the same. Know the exact details of your product, including advantages, disadvantages (which you can mention, modestly), and warranties. Those are the areas where improvisation has no place. Throw Out Your Book of Tricks No matter how many experts want you to believe otherwise, resorting to trickeries doesn’t work. Trying to dominate someone by making them question their knowledge, hassling them, manipulating them, etc. will not work. These tricks – or however you want to call them – cannot substitute for valuable interpersonal skills, and the ability to resolve conflicts. As someone who worked in the sales industry for the last couple of decades, William Gholson always sticks to ethical solutions. Sources: http://www.sellingpower.com/content/article/?a=8387/the-essence-of-selling http://thesaleshunter.com/5-of-the-best-sales-tips-ever/
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