Depending on what your situation is when starting a sales conversation, you need to approach the customer with the thought in the mind that there is mutual benefits involved. You need to sell your self and not rush the conversation to a quick end. You need to ask questions to find the exact need of the customer. It might be that the customer comes for an X product buy leave with an Y product. Once the customer gets home and realize that the sales person ripped him off, then this is a major let down for the customer and you as a salesman has failed to help the customer.
Prepare to start the sales pitch.
Once you have approached the customer you need to get to know what they are looking for. Get familiar with their industry, if you are a B2B salesman. You can approach the customer with an e-mail or phone call. Explore the situation and the need of the situation of the customer. Find out why they need a product X or Y by showing your interest. You can not be flat and stoney by not showing interest in the customers situtation. Break the ice with a warm welcome and offering a seat or a cup of coffee.
Tell a story about a previous customer's experience.
There are customers coming to you for similair products. Once you have broken the ice and before the customer is going to decide what the bargain is going to be, you can tell a story about what a previous customer's experience was. How statisfied the customer was after that purchase. Why this customer should be convinced is that you tell a true story about a customer who bought a similair product. Place your self in the customer's shoes. Then you will understand why there is the need. You might find out what type of customers this is and why this person has a such of a need.
Sell your self during the sales conversation.
You might be not that familiar with the customer. Ask questions to find out what the budget is of the person in need and why this person need this product and because of you being an expert means that you know the social resonsibility when you sell. There might be lack awareness by parents once a youth comes to your store for beer example. Then you need to ask for an ID. By branding your self as an expert you will gain trust of the customer and in the long-run you business will maintain a status as social aware brand.
Be clear about the products you sell.
Do not convince of product that is not needed. Be respectful of the need. Find a suitable product to sell and do not make the customer sway with selling something they regret later. Once a customer comes to your store for Nike Air Max, then sell this person this product. If there is a new version of the product what the customer is looking for. Show them the advanced version with better features. Tell the customer that it is not always the looks and be clear about what the trend is on the market now. Which product is most sold and why the price is high and why lower?.
Be a warm sales person.
You are dealing with humans of flesh and blood who breathe Oxygen. We all share the same sunlight and we want to be treated with respect and love. As a sales person you can offer a human touch to your sales pitch such as a warm welcome. A cup of coffee or a promotion item to make the customers feel a bond with your business. Also offering discounts will make the customers become loyal customers of your company.
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