We all understand that a salesperson’s job is to sell. If a product or service isn’t selling, it is often believed that it is because a salesperson is not doing his or her job. Because of this, many salespeople believe that their priority is to sell. This is why they use all the sales tactics they know to get that precious sale.
Unfortunately, pushy salespeople have forgotten the true purpose of their job, which is not to sell, but to solve a problem. Every product on the market was designed, developed, produced, and marketed because of a single reason, and that is to solve a problem. A salesperson’s job is to find people who are experiencing that problem and provide the solution.
Here are 8 ways you can push for that sale without sounding like a pushy salesperson.
1. Understand the problem
Every sales pitch identifies a problem and provides a solution, but as a salesperson, do you truly understand what the problem is? You need to understand the problem to be as effective as possible when speaking with potential customers.
2. Let your customer discuss his/her problem with you
The best way to close a sale is to have the customer close it for you. If you can get the conservation to the point where the customer is describing the problem and actually solving it with your product, then you only pushed for the customer to talk. The customer did the rest.
3. Don’t rush your sales pitch
Nobody likes a pushy salesperson and the first way potential customers notice if someone is a pushy salesperson is that they hear the sales pitch almost at the very beginning. Don’t rush the sales pitch. Let the conversation take its course and add the sales pitch to it naturally when it is a good time.
4. Never force a sale
Contrary to what some sales people have been taught, you should never force a sale, and if you’ve done your job right, you shouldn’t have to.
5. Forget the common sales talk ploys
Most people have heard the same sales talk ploys over and over again. If they hear it from you, they’ll know you’re just trying to push the sale. For instance, deadlines or last few products available are sales tactics that people have heard many times. Focus on solving the problem and let the customer decide.
6. Be assertive, not aggressive
There will be times when you’ll need to be assertive. However, be careful that your assertiveness isn’t mistaken for aggression. Let the customer know what you think and be firm, but never push it to the point of aggression.
7. Lose the battle, but win the war
Never think of a “no sale” as defeat. If the customer doesn’t want to buy from you now, then there might be a valid reason. It doesn’t mean that he/she can’t be a future customer. So, instead of ruining your chances of a future sale, learn when to move on before you destroy your reputation with the customer.
8. Focus on building relationships
What you should really focus on is building relationships. If you build relationships, you’ll not only get sales but people will also recommend your product or service to others.
A coach can give you tips on how to be an effective salesperson for your particular products or services.
Business Coach, CEO, Author, Artist
310.372.8538 | Ralph@Consulting2Win.com