Interacting with customers effectively is NOT for wimps! Warmly and sincerely striking up a conversation with people often determines the level of success one experiences in the career called “Sales.” Knowing the features and benefits of a given product is, of course, essential. Effectively showcasing each product leads customers to make satisfying purchasing decisions. In turn, customer satisfaction either creates or disintegrates repeat clientele.
But…what creates the environment for success essential to flourish as a salesperson?
First of all, having a product that just “knocks your socks off.” If a salesperson is favorably impressed by the performance of a given product, that will be reflected in the words chosen to discuss it, the enthusiasm that shines through during a demo, and the questions and answers presented in conversations with customers.
Secondly, possessing a wealth of knowledge (facts) about each of the features and benefits of the products allows the salesperson to tailor the product choices closely to the needs of the consumer.
Adopting an attitude of expertise. By this, I do not mean arrogance. Expertise is a matter of being willing to investigate missing data either for a customer or with a customer in order to ease their decision making process.
Having a strong sense of CONFIDENCE in the products being sold, coupled with a vast background of the plusses and minuses of all the products on the market, plus being a caring expert in the given field creates within the customer the level of trust necessary to know that the salesperson has their best interests in mind when product recommendations are being made. Honesty and integrity with customers go a tremendous distance in building a business, complete with repeat customers and the best kind of advertising–Word of Mouth!
Confidence is established over time by consistently being impeccable in interactions with associates, both on a personal and professional level. Constantly seeking to expand the factual body of knowledge you possess adds to the smoothness of your sales presentation, which, in turn builds an even higher level of certainty with regard to both your sales abilities and your product.
FINAO – Brad Huisken