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Top 5 Sales Tips
Top 5 Sales Tips
By David Lion Rattiner
In the business world, it is all about sales and presenting yourself and your company in a positive light. No matter what line of business you are in, when it comes down to it, you are selling something to a customer that is going to buy from you. The key word here is you. A customer has to know you, like you a feel good about buying from you. The top five most important things to do that will maximize that effect on people are as follows.
Dress For Success
It is extremely cliché, but dressing well is not only important, it is vital. Nobody wants to do business with a slob unless they are desperate for your product or service. When there is competition out there however, dress is extremely important. You always want to appear clean, professional and comfortable. Dress in the middle, a basic business suit with a nice watch goes a long way. If you don’t have a Swiss Army watch or better, just go out there and spend the 300 bucks on one. You clients will notice your watch.
Appear As An Expert
If you do not present yourself as a complete expert on what you are trying to sell, you will lose prospects that would have bought through you. Be prepared to answer any and all questions related to the field you are working in. Not only will you feel more confident but also a client will trust you more and also your opinion. Learn how to answer even when you don’t know the answer. Being fast on your feet is a sales skill that can’t be taught in a classroom, so examine yourself after a presentation or meeting and think about what you could have said correctly. If a client asks you a question that stumps you completely, DO NOT remain silent. A response such as, “That’s a real interesting point that you just brought up and I’m almost certain we can accommodate you on that, but I want to be sure and can give you a simple answer by tomorrow.”
Relate To Your Customer
A sales relationship is just that, a relationship. Recognizing that you are in a business relationship and that it means you have to earn respect and friendship will keep customers with you, even if a better deal for them comes along. Tell a joke, find a common interest, if he has kids and you don’t, talk about how you want kids. It doesn’t really matter what it is that you connect with your client on, but the point is that you need to make a connection. Any seasoned buyer will get that you are doing this deliberately, but that doesn’t mean that it isn’t completely necessary.
Follow Through
You may be a killer at making a good first impression, but you need to also be a killer at following through on that impression. When a customer feels good about you and you don’t follow through on a promise or offer, they immediately write you off as an unserious person and it is very difficult to bounce back from a lack of effort.
Know When To Close
Being afraid to close a deal or not knowing when to close a deal are huge pitfalls in sales. Learning to recognize when to offer a closing line is vital to your success. Develop a decent closing line that you are comfortable with and stick with it. Practice further closing techniques with your colleagues and don’t be shy about it!
Published: Sep 9,2008 16:55
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Andy Cowan
Andy Cowan, an award-winning writer, whose credits include Cheers and Seinfeld, regularly contributes humor pieces to the Los Angeles Times and the CBS Jack FM Radio Network.
Paul M. J. Suchecki
Paul M. J. Suchecki has more than 30 years of experience as an award winning writer, producer, and cameraman. He's written numerous newspaper and magazine articles. Currently he writes, produces and shoots for LA CityView Channel 35 and his more than 250 articles for Ehow.com are approaching half a million readers.
Coby Kindles
Coby Kindles is a freelance journalist, screenplay writer and essayist. She has been a staff writer at Knight Ridder and a regular contributor to The Associated Press.
Debbie Milam
Debbie Milam is a syndicated columnist for United Press International, an occupational therapist, family success consultant, and motivational speaker with more than 20 years experience. Her work on stress management, spirituality, parenting, and special-needs children has been featured in over 300 media outlets including First for Women, The Miami Herald, Elle, Ladies Home Journal, The Hallmark Channel, PBS and WebMD.
Dan Rafter
Dan Rafter has covered the residential real estate industry for more than 15 years. He has contributed real estate stories to the Washington Post, Chicago Tribune, Business 2.0 Magazine, Home Magazine, Smart HomeOwner Magazine and many others.
Jack Nargundkar
Jack Nargundkar has been repeatedly published in Business Week, The Wall Street Journal, The Washington Post, and The New York Times. He is also an author of "The Bush Diaries" published in July 2005.
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