It is a common scene that has been played over and over again at any store: once a customer comes in the door, a salesperson approaches him or her. The salesperson then lets out a canned “how may I help you Sir/Ma’am?”, or the less flattering “Buy Now!”
Or the salesperson might go over a sales pitch that would be as long and as complicated as an algebra equation. And in the same way that most people wince at mathematical formulas, the customers are more likely to be annoyed than piqued in interest on such behavior.
Unless of course that they need assistance or have a question, a customer would prefer to do without the age-old sales routines of sales pitches and that annoying habit of salesperson trailing them around the store. And this tendency carries over to different businesses, ranging from car insurance to clothing and apparel. And therefore, it is imperative for a business owner and the sales staff to know how to clinch a sale and convince a customer to purchase from the store.
So what should you do to upgrade your old, obsolete sales routine into something more effective? Here are a few suggestions that you can incorporate to ensure a customer’s comfort, interest, and guarantee of a purchase.
The clothes make the man. It is a must in practically every kind of occupation to have good grooming. And this is ever more important in the sales business, as the salespersons are store’s primary indicator to the customer on what kind of business they have. Always dress appropriately and look your best, for who knows? Your next customer might just show up the door at any time.
Have faith in your product or service. If you yourself are not convinced of your product or service, how can you convince other people about it? Credibility is crucial in a business, so refrain from making statements or promises that you and your store will not be able to make as this will only make you lose money as well as your face.
Show a good offer. A customer can have a lot of things in his mind when considering a purchase, but they can be grouped into four questions, namely:
• What are you trying to sell me?
• How much is it going to cost?
• Why should I trust you?
• What good will it do for me?
By answering these questions correctly and effectively, there’s a 99.9% chance that the customer will buy from you. Therefore, the importance of the product that you are selling must be stressed out as something that is both attractive and useful. If you can’t then the customer has other ways to spend their hard-earned money.
Always take note of their time. One big mistake that salespersons do is that they go on long complicated sales pitches in order to make a sale. However, people don’t have all day just to listen; they have their own agendas and interests for the day. In addition, most customers are more interested about the cost rather than the company’s background and other products, so you really don’t have to go through that long-winded spiel of your company’s colorful history. Be short, yet effective on your sales pitches.
Display honesty. We all know that one of the main purposes of a business is to earn money, but it’s not good for your sales people to flash dollar signs all over their faces when facing customers. A customer can easily spot if a salesperson is just after their money, so it never hurts to add a personal touch to the equation. For example, if the customer is a family man, then you should make him see the benefits that your product will bring to his family.
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