Customers, Sales Building customer relations and establishing trust doesn’t happen overnight. Think of it in terms of dating someone new. The last thing you want to do is jump ahead, skip the formalities and present the engagement ring. Imagine what kind of reception you’d get.If you don’t spend time getting to know your customer (date), you fail to establish basic lines of communication and a relationship is never built. You need to discover who they are as a person, what their likes and dislikes are, and what you have in common with them.By using these successful Sales tactics you can simply put any customer into Buyer mode.You’ve also got to figure out what they need and how you can best provide it for them. Do this, and you’ve got a loyal customer for life.Here are 3 very effective sales skills you can use:
1. Put the Emphasis on Buying Instead of Selling
This means that you should be thinking in terms of what your customer needs and wants instead of what you want to sell them. Change your perspective from salesman to buyer and really try to put yourself in their shoes in order to sell products. Do this, and you’ll be able to provide them with exactly what they need. Not only that, but they’ll feel as though it was their decision alone and not the result of giving in to a sales pitch. We all like to think we’ve made a brilliant purchase because of our decision making ability and extensive research.If you can avoid trying to sell them something and simply help them discover what they are looking for, you are golden. Most often, a customer has a pretty good idea of what they need before walking into your business or calling your Yellow Pages ad. With a few simple questions, you will be able to “assist” rather than sell. Honestly, most people realize when they are being sold to and it just puts them on the defensive.By keeping your focus on what the customer needs, what he/she can afford, and the benefits they are going to receive as a result of purchasing a particular product or service, you are creating trust and taking the pressure off.
2. Make Them Feel Confident in Their Purchase Buying
(especially higher ticket items) always carries a little risk. Your customer wants to believe they made the right decision and purchased something that will satisfy their needs. They are aware of buyer’s regret and may be second guessing the purchase. It’s your job to instill confidence and trust and to reassure them that the purchase will fulfill their needs.They simply want to know that it was worth what they paid for it. After all, there are a lot of scams in this world and no one likes to be taken. They paid good money for your product or service – money they worked hard for and they need to know that they got value. Will the product last? What about a warranty? Will it be difficult to get support or repair work if needed? All it takes is one bad experience to make a customer wary.To make them feel comfortable about the purchase, you should offer the best warranty you can. This will assure them that they won’t be stuck with a piece of junk. Also, consider using customer testimonials on your website and sales material. People can relate to other “regular” folk who have made a purchase and were happy.
3. Make it Simple For Them to Purchase
Most people have other things going on in their life – some, more than they can handle. Once they decide to buy, they simply want to finish the transaction as quickly as possible. Have you ever wondered why convenience stores do so well despite their higher prices? Don’t complicate their lives any more than necessary. Make sure you provide convenient ways to pay, make sure they get the product or service in a timely manner, and try to avoid unnecessary paper work when possible. Provide a good customer experience and they’ll be back – and they may also tell their friends!