We constantly encounter the topic of selling in our everyday lives: Whether at the bakery in the morning, in the supermarket at lunchtime or in the restaurant in the evening - we are constantly encouraged to purchase products or services.
But what makes a good salesman? When do we like to buy more than planned and when do we put a stop to it?
Selling is much more than just the perfect conclusion of a contract between different people. Selling is first and foremost an interpersonal process, in which you should definitely observe the rules of interpersonal communication. If there is no communication, there can be no conclusion.
Error 1: Lack of trust in the customer
Don't worry - you don't need to know the customer very well. Trust can also develop through a well conducted conversation. However, if a sales conversation is conducted without any emotional note, it is doomed to failure.
Our tip: Create trust and build a relationship with your customers. Often a slight personal touch in the conversation helps to win over the other person. But don't get too personal - that's more of a deterrent to most people.
Error 2: Rant on competitors
Of course, customers will also seek quotes from their competitors. In many companies with central purchasing this is even a requirement. Avoid the urge to make your competitors bad. This seems dubious and can cost you the order.
Our tip: There's nothing wrong with praising the competition. Be self-confident and show your counterpart that you are not afraid of your competitors. This gives the impression that you are convinced of your own offer.
Error 3: No knowledge about the customer
Only well-prepared salesmen can respond to the wishes and needs of their customers.
Our tip: Research online before you meet with customers. The more you know about your customer and his products/services, the more professional your conversation will look - and the more secure you will feel during the conversation.
Error 4: Lack of interest in the customer
Do not carry out sales calls according to scheme F. If you only pray your usual sentences down, it seems to the customer that any interest on your part is missing.
Our tip: Address the customer individually. "Ask, ask, ask" is the motto here. This allows you to adapt your offer directly to the customer - this increases the probability of a deal considerably.
Error 5: Ego-related selling
Do not put yourself in the focus of the conversation, but clearly your customers. No one wants to hear what you have already done great things about. Involve your customer ("we", "together"), this implies a feeling of togetherness.
Our tip: It is important to respond to his needs and to support him with your products/services. Act accordingly. Stop talking about yourself and start listening to what your customer wants - this is the only way to get the chance to do the job.
Error 6: No self-confidence
Anyone who appears insecure in a sales conversation has already lost. Your customer wants to rely on you and will hardly be satisfied with vague statements such as "should we get there", "maybe yes" or "actually already".
Our tip: Self-confidence begins before the actual conversation - even during the welcome. Show openness, greet your customer with a firm handshake, look him/her in the eye. Show your conversation partner during the conversation that you fulfil the required services 100%.
Error 7: Delay completion
The classic: The conversation went well, but your customer does not want to commit himself and demands time for reflection. However, if this reflection period lasts too long, such offers often come to nothing.
Our tip: If at the end of the interview you are asked for time to think about it, tell your interviewer clearly and firmly that you cannot give him much time because there are other interested parties or training dates are scarce. Set a clear deadline by when you need an answer. In this way you signal to the customer that you are interested in carrying out the order, but that your well-being does not depend on it. Sometimes a sentence at the end like "I'm looking forward to our cooperation" helps to speed up the conclusion.
Conclusion: If you follow these tips, you will increase your chances of closing a sale. And as always: Practice, practice, practice! With every sales talk you gain security.
Qualified knowledge is the basis for professional work and must be acquired on every floor of a company. Regular training is therefore essential. Safety precautions or other news relevant to ...Read More