The only way to be a successful salesperson is to close the sales.
It does no good for the company to simply have a lot of leads that end nowhere. A great salesperson has developed a system that helps them secure the sale.
To become a more successful salesperson, he/she needs to remember three important tips about selling:
1. Buying is Based On Emotion
The customers out there do not base their decision to buy on logic. It is based on emotion. Yes, they will consider all of the factors around a purchase, but they still do not close the deal unless they feel something.
There is any number of emotions tied to purchasing decisions. Maybe the person is feeling pain and wants a solution that makes it go away. They could be happy or sad, tired or excited, hungry or thirsty.
Whatever it is they are feeling, it will push them to make a decision to buy faster than a pushy salesperson.
It is important for the salesperson to discover what the customer is feeling and to use that to help find the right solution for the customer in order to close the sale.
2. Selling Is a Process
Salespeople used to be taught to hunt down their targets and “make the kill.” But there is so much more to being a great salesperson than convincing a person to buy a product.
To get someone to make a purchase requires a process. It is the job of the salesperson to assist the customer with making a good buying decision. Helping the customer find something that they really need is good for both them and the company.
This process means asking questions, finding the solution, and closing the sale.
3. Read The Signals
In any selling conversation, whether it’s initial contact or the attempt to close, a salesperson needs to learn to read the signals the other person exhibits.
Asking questions helps to determine whether the customer is interested, what they might be feeling, if they are ready to close the deal, or if they want to walk away.
To be a great salesperson means watching closely for a variety of signals coming from the other person. It will help them know how they should proceed in the selling process.