1. Learn about the customer profile
This is the first and most important step. With the data available on LinkedIn, Facebook, Twitter, …, collect as much information about customers as possible. This will help you better understand them, thereby having a more effective sales strategy.
“Information is always a valuable asset in the field of sales,” he said.
2. Focus on 80/20 principle
The 80/20 principle confirms that focusing on 20% of products, or customers, or employees really creates 80% of profits.
“Don’t pursue too many goals. Selecting customers and focusing on that number will help the company quickly create change,” Shankar advises.
3. Build trust
Because of work requirements, salespeople often focus on sales instead of focusing on customers and understanding. That’s not the case, because you need to show yourself as a consultant instead of a sales person in front of them.
Give the right advice to customers even if it may make them choose not to buy your product / service right away. By doing so, you will receive the respect and trust of your customers – factors that will help you gain long-term benefits for your business in the future.
4. Don’t sell because of pressure
Never sell in worry. You must let customers feel comfortable with the decision to buy the product.
“In the first meeting, you have to make sure you are a good listener and a client. The desperation in your eyes will keep customers away from you,”
5. Interested customers
After the first meeting, you should show interest in that customer. “This does not mean you are constantly calling to annoy or irritate them,” Shakar warned. You need to understand your customers’ interests and share useful information so they are easier to make decisions.
You should analyze both the positive and negative aspects of competing products so that customers don’t have the feeling that you are trying to sell them. You need to let customers know that you’re just helping them understand more about the product line they’re interested in and you’re not biased.
7. Understand the product
There are more customers who understand the product than you think. As a salesperson, you should understand the product to always be ready to answer customer questions, no matter how difficult or silly these questions are.
At the same time, should regularly update the news related to your product / service. Take the time to analyze negative reviews for your company’s products on social media to better understand your customers’ thoughts.
8. Know the time division
Not every customer who enters the store decides to buy the product. However, there are still many salespeople who waste time convincing customers who do not intend to buy or cannot afford.
Try to judge customers, then prioritize the people you think are potential customers and take the time to advise them.