To be a great sales person is not about mastering the products, but know how to
appreciate others.
Talking about future
and benefits of a product is something like one have on cosmetic. She executes so in order to catch other people’s attention. However, she might be judged wrongly for behaving like that, if the execution was on the wrong place. Being at the place of where we were not belong to, will plunge us to the judgment of showing off for no purpose
Everyone knows that spotting someone behaving unscrupulous will only invite annoying comments and this is not a good sign for one who engrosses with the act. Things will not be going well and the denunciation may put one through a trial situation.
For us to be well accepted in a place, we need to dance and go as the others. We need to be part of their way of life. It means we need to act, speak and doing things like the rest of the people on the streets. It does not mean that we need not to do something extra-ordinary things to catch their attention. We need only to show our concern and most importantly is our genuinely in mixing up with them.
In relation with a product, one needs not to talk too much about the future and benefits of it. What we need is to know the real need of the customer. Let’s say, that you are selling the latest scientific
calculator. It has all sorts of futures. It has all the mathematical signs and formula on it. It has the future package, and we assume based on its future, the sales will be booming.
Typical salesman! Anywhere at anytime will persuade the potential customers by telling the future and benefits that the calculator has. He think by doing so, will impress and later on the potential will be buying it.
What the sales person fails to realize is he provide information that might not be necessary for the customers. He fails to realize the real need and wants of the customer. The customer may not look for the scientific kind of calculator. He may need a simple calculator for his kid who is studying at primary school. He has the budget for that kind of calculator. Not for the latest scientific calculator which cost more.
The sales person ended up failing in his presentation. Yet, he fails to realize his mistake, and keep doing the same process again. Try to persuade potential customers by telling the future and benefits of the products. Worse still, as he doing the process, he manage to sell one or two of the units. He fails to realize why he manages to sell the product! Let alone learn or realize on why he fails to sell previously.
How to find the truth behind it? Ask! That is the only thing as the sales person that you need to do. Instead of saying, what do you want sir? Switch to, anything that I can help you sir? Instead of saying this calculator is good sir, because it has all sorts of latest technologies, which…., switch to what kind of calculator you want? Or who will use the calculator? Or you may say, what is the purpose of the calculator for the user?
The buyer knows best of what he or she wants. Not you as the sales person. Heed this in mind that not everyone will be your clients. There is something more important than selling. Bonding and rapport! This is the most important thing, which leads you to the greater market and benefits. Befriend with anyone. They might be your future customers.