With so many literature and personal opinions on how to sell for success, if you ask 10 salespeople they probably will tell you 10 different things what has worked for them. However, there are 6 irrefutable "secrets" that salesman would probably hold dear to on how they sell for success.
Top 6 Countdown....
Number 6: First Impression goes a long way!
Proper attire, proper store look, proper posture, a nice car are some (not all) key elements on how to sell anything. Imagine the product releases by Apple such as the Iphone and Ipad; doesn't the marketing advertisement, the store, the salesman, the atmophere, the excitement of each product release provide a key first impression on whether you will purchase what they offer the next time around? With long lines on each product releases by Apple, I definitely believe many have fallen on the company's first impression.
Number 5: "Product Over Price; No... PRICE over Product"
Now this may be a little controversial to some, but may not be for others. Many salesman would like to believe that the service they render should validate the price they offer or the price offered by the company they work for. But in reality, especially in this economy, most consumers are looking for a deal they can agree on or a deal their spouse can agree with. A salesman's job is to bridge the gap between what the consumer wants and what his company needs.
Number 4: Option 1 is good, Option 2 is better, Option 3 is the best....
Most Salesman will not give you just 1 option when trying to sell you a product or service even though that is what you came in for to look at. In most cases, a salesman's "secret" is to provide atleast 3 options to show you but no more than 5. More than 5 options creates confusion. What you will notice is that the option that he would steer you on is the option that may probably land him the most money. Time is money; the less time a salesman work on a deal, the more money he can make. Again, not every salesman may do this, but please understand that salesman are there to work and try to earn the most money to bring home for himself, his family, and for his livelihood.
Number 3: A salesman will make sure you "Need" the product, not just "Want" it.
A good salesman usually profile you by asking questions about your work, family, and activities. Armed with that knowledge, a salesman would try to provide examples on how the product works or relate to the customers everyday life.
Number 2 : If you call a salesman's office about a product, he or she will make sure to have your personal contact information before you hang up.
Have you ever given your cell phone number, email address, or even your work number to a store and the salesman on the other end said they will check it and will get back to you on it? This is one of the oldest trick in the book. In any case, the salesman probably know the product you were looking for have been sold or they do not know what the status is of the product. By asking your contact info, they can put you on their client list for other products they can offer you at that time. They can even show their boss the accumulated contact info's they have to prove they have been working very hard for the company.
Number 1: A successful salesman #1 motto is "Honesty is the Best Policy"
Believe it or not, most successful salespeople have good hearts and honest on what they sell. Now the term "successful" is what I am referring to here. By my definition, these are the people that have stayed with the business for a number of years and have developed a good clientele. By being honest, referrals become easy to come by and product description doesn't change from one customer to another (promotes trust). Now, is being Honest an actual "secret" or is it a trait? The truth of the matter is, it is both. If used wisely, the saying "Honesty is the Best Policy" maybe the greatest secret on selling anything.
More to come on the Psychology of Selling....
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