Sell, Sell, Sell
Think selling is just for infomercial hosts pushing the latest thing in car wax? Think again! Selling is not about convincing people to buy things they don’t need. You probably sell every day. If your family is going out to a movie and you want them to choose what you want to see, you have to convince them that your choice will solve their need for entertainment. That’s selling!
Fast Fact
The fastest-selling book of all time sold more than 11 million copies within 24 hours after it was released. Can you guess what it is? Scroll down for a link to the answer!
You Are What You Sell
The first thing a customer sees is you. How you look and act are really important to good selling. That doesn’t mean you have to plaster a big fake grin on your face. Be yourself–only a little bit better. Dress up a little and have fun!
Know Thy Product
If you’re going to talk about the value of your product, you have to understand it inside and out. For instance, if you’re selling magazine subscriptions, you should know something about the different magazines you offer and why a customer might be interested in each one.
Listen Before You Leap
You might be surprised to learn that top salespeople spend more time listening than they spend talking. That way, they learn about the customer’s needs–and get the customer thinking about how the product can meet those needs. Keep the conversation rolling and let the customer know you’re interested in him or her.
Instead of:
“I’m selling magazines. Would you like to buy some?”
Say:
“What kinds of things are you interested in? Sports? Which sports do you like?”
Objections are Opportunities
“Objections” are when a customer tells you something they don’t like about what you’re selling. Objections don’t mean “no”–they mean the customer is still interested! If you know your product well, this is a golden opportunity.
The customer says: “I like cookies, but I’m on a diet.”
Instead of replying: “Well, thanks anyway.”
Say: “Our cookies only have forty calories each. You can satisfy your sweet tooth without breaking your diet!”
Close for Business
The last part of the process is called “closing the sale.” That’s where you get a commitment from the customer. Always ask for the sale instead of waiting for the customer to buy.
Instead of:
“So, would you like to buy some magazines?”
Say:
“Which subscriptions should I sign you up for?”
Learn by Watching
Next time you’re in a store or restaurant, pay attention to the sales people. What are they wearing? Do they seem happy or sad? Do they ask you questions? Do they know their products well? Think of how these things affect you, the customer, and how much you want to buy what they’re selling.
