How Do You Make A Sale,
Many home business owners dread the thought of going out or talking to people selling their products or services. They don’t feel confident enough or fear the thought of someone banging the phone on them or closing the door on their faces. Valid concerns, of course, but a business owner must overcome these fears and turn these negative thoughts to something positive. After all, it’s only a “no”!
It is much better to be aggressive in getting new accounts at the start of your business. As your business grows, you will have less time soliciting new business, as your time will be occupied with servicing your existing client base. 1. Know your product or service. You must not only have the ability to articulate what your business does, but you need to understand how your business can help the customer.
Before making your sales pitch, sit down for a moment, get a sheet of paper, and prepare what I call the “3-Column Approach.” On the first column, write down all the benefits your product or service can bring. Next to each benefit on the second column, list down the customer needs or problems that it solves.
In the third column, enumerate all the possible questions you will ask your potential customer to determine if the problem existed. If you speak from a list of prepared questions, you will have more confidence in your presentation and will help you direct the conversation in a fairly organized manner. RELATED: How Great is Your Product, This strategy will prepare you for all possible scenarios that you may encounter when making a sales call.
By thinking through every possibility, you will be better prepared in determining how best to approach a client and handling objections. 2. Practice your presentation well. You may have a great product that the customer needs, but if you fumble in your presentation, chances are that account will slip past through your fingers.
In the same way, when making a speech, prepare your script and practice presenting your piece out loud in front of the mirror. Do you look confident enough, Do you look credible, Do you sound authoritative, Dress professionally and practice good grooming. Whether you like it or not, people will judge you with the way you look and first impressions can make or break a sale. If you are a financial consultant, for example, you should look conservative and project the image of a successful person who knows how to manage finances. A web designer can look hip and cool.
Also, be sure to bring your marketing materials and other documents (e.g. calling cards, testimonials, etc.) that will bolster your sales pitch. 3. Create the Need. After introducing your business to your prospect, the next step should be to determine if there is a fit between your service and his or her needs.
You can achieve this with probing questions to learn more about what your prospect wants and how you can fulfill his or her business needs. If you are selling merchant services such as credit card processing, you need to ask your potential client if they’re concerned with their merchant rates with numerous built-in fees and would like to learn ways they could save money.
RELATED: What Does Your Customer Really Value, People appreciate it when you listen to them. Understand what they are saying then ask relevant follow-up questions, whether you are clarifying something or simply acknowledging their statements. Remember: your ability to close a sale will greatly depend on your skill to make your prospect feel that you have the product or service which is designed for his sole benefit.
