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1. KNOW IF YOU’RE
A SALESPERSON OR A CONSULTANT
High-achieving salespeople see themselves as consultants rather than salespeople.
They see themselves as problem-solvers. 2.
SOLVE PROBLEMS WITH INTELLIGENT QUESTIONS
The worst thing to ask is, “Can I help you?” That’s because it’s
so easy for someone to say: “No.”
A slightly better question to ask might be, “How can I help you?”
Better yet, how about:
“What brought you into the store today?”
“Actually, I’m
looking for a gift for my wife.”
“Smart man!”
3. KNOW THE DEFINITION OF
SELLING
Selling is the ability to communicate value. Before you try to sell it
to your customer, learn to sell it to you.
When communicating value, show your customer how he will benefit. The more your
sales presentation focuses on how it will improve his life, the greater
your chances for making the sale. 4.
KNOW WHAT YOU’RE SELLING
Charles Revson, founder of Revlon, said: “We don't sell cosmetics, we sell
hope.” Question: At your store, what do you really sell?
5. LOVE WHAT YOU’RE
DOING Enthusiasm
is more contagious than than the flu! 6.
LOVE WHAT YOU'RE SELLING
Mary Kay, founder of Mary Kay Cosmetics says: “We only have 10 percent of
the market. That means that 90 percent of the women are buying the wrong cosmetics!”
Learn to develop an unwavering belief in the value of your product.
7. DEMONSTRATE WELL
Know how to demonstrate your product
to customers. Again, the key is showing them how it will benefit their lives.
Tupperware was originally sold
in stores. But people looked at it and said, ‘Plastic is smelly, and the
lids don't seem to close.’ Demonstrations were needed to show the value of
the product.
Show
your sales staff how to demonstrate well. Then say to them: “Show me.”
This applies not just to selling
merchandise, but to any task you have your employees perform. Don’t just
say, “Understand?” Say, “Show me.”
8. ALWAYS CONCLUDE WITH
THIS VITAL QUESTION: “Did
you find everything you were looking for today?” One, it demonstrates
you care. Two, you might just sell them something else! |