Like we all know that nothing comes easy. It takes much practise. That is the same thing for making sales. It takes listening and asking questions. First of all there is no thing like selling automatically. Even supermarkets need to promote products to get the products outthere. To make sales you need to have a fighters mentality. You can not be interovert and humble to have your company's product sell it self. In a case such as a outbound sales through the phone, you got to feel that prospects sub-conscious that they are in need or how your product can save them time and money.
Listen carefully.
If you are a salesman at a sneaker store and there is customer coming to your store for sneakers. Let them take a look at the stock in the store. Once, it takes awhile and the customer can not decide, then walk to the customer ask what the customer have in mind. They will talk and you can listen to the need of the customer. They might have a budget and do not know what they want. This might be a customer on their day-off walking around the city and this person feels like looking around. Get them to talk. Start a conversation and tell a story. Make contact and let them know about the new Nike Air Max or Puma's that you sell.
Ask questions.
Once you made contact ask questions about the customer's needs and exceptations. Only through asking questions you can find out what their needs are what type of products the customer is looking for. Asking questions will make you both understand the situation that you both are in. By asking questions you will know what type of product fits the customer the best. What products you can upsell. Ask question to find out what type of customer this person is. Do not push your salespitch. Build a conversation and talk with each other. Do not make it tough for the customer to talk back.
Explore the needs and do not rush.
After you know what type of customer this is you can give options of products you sell. Explore the need of the customer.For the sneaker store case, if the customer is looking for a pair of sneakers. Let them know what the trend is for this summer. If they are looking for Nike's do not break their heart by selling Puma's. Once you know that they are looking for Nike's offer them options to choose from. Ask if they have bought these products before. Do not rush the offering options before you know what type of products they are looking for.
Get to know the budget of the customer.
Get to know why the customer have walked into your store. Explore the needs and ask questions in a manner to get to know their budget. Do not rush into details to push them to make a purchase too soon. Be polite and talk to make the customer understand that you are their hero and that you can save the day. In the conversation you sparked you will get to know why this customer have walked to your store. Also what type of customer this and also the budget they are willing to spend in your store. Once you know the customers' budgets you will know they are close to buying the products.
Talk untill the customers come to the decision making process.
First of talk untill you will know if the customer is ready to buy. Do not waste your time on customers just walking in and out your store for a cup of coffee. Not all the customers are the same. There are people who live on the countryside and they come to big cities just because they have a day-off. These people are in the city to get a bite and shop. Depending on their income the budgets will be different. That is why asking questions and listening will work. Untill you know if the customers are willing to buy.
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