Salespeople from different industries tend to use different sales techniques. After all, if you’re selling high-end financial products to giant corporations you’ll need to approach your prospects in an entirely different way from someone who sells books at a neighborhood bookstore. Still, the fundamental rules of how to sell remain the same regardless of your product type and customer base.
Sales Rule #1: Know The Product
If you don’t understand what you’re selling, you are going to lose a lot of sales. You won’t know the best customer fit for your product, so you won’t be able to do a good job of qualifying prospects. You won’t know all the product’s benefits, which means you’ll be constantly missing chances to woo prospective customers. And if a prospect asks you a technical question, you won’t know the answer… which takes away your option of presenting yourself as an expert or a consultant. Selling without product knowledge is like running a marathon with one leg tied behind your back.
Sales Rule #2: Honor Your Prospects
If you feel contempt for your prospects, they’ll know it – no matter how hard you try to hide it. You need to put yourself into a respectful, helpful mindset before you so much as pick up the phone. Most people think of salespeople as selfish and out to help themselves, which is why the consultative approach is so effective – it turns that stereotype on its head.
But if you actually are putting yourself first, your prospects will be hostile and unhappy even if you manage to pressure them into buying. Which means they’ll almost inevitable tell their friends, family and co-workers how much they dislike you. This is not the word of mouth reputation you want to create! …