We can’t seem to go a full day without hearing at least one person mention that we are in a recession. Today companies are more conservative about purchasing additional services and products and forced to lay off employees. So, how do you sell today? The old techniques still apply, but the sales people need to present themselves in a supportive and caring role for their clients. The buyers want to know that the salesperson is sincere and has a desire not just to make the sale, but to also serve the customer.
Tips on how to Sell Today
Understand your customer needs – meet your customer’s expectations.
Get to know your client personally – know what motivates them.
Be likeable – everyone wants to do business with someone they like.
Block the competition out – stay in constant touch with your client, or your competitor will.
Discover commonalities – talk about things of interest to both of you.
Deliver on what you sell – be ready when they are ready to buy.
Have a sense of humor – be funny, people love to laugh.
Never come off as a salesperson – people like to buy, not be sold to.
Show up – use networking to meet others so they can help you grow your business.
Probe – get valuable information - ask the right questions.
Know how to solve problems – listen, then, when the time is right, provide solutions.
Next step – always reach agreement on the next step.
Grow your business by having others refer business to you. Set the tone up front. Let people know your business grows on referrals. Ask that, if they are happy with the work you do, they please refer you. Remember . . . your business will grow based on a good reputation and the quality of service you offer.
Much Success!
Roula Crews is the President & Sales Specialist of Hi-Impact Sales & Marketing Solutions, Inc.
