Have you ever gone to a home party where the representative practically shoved the product down your throat? I have. And believe me, I couldn’t get out of there fast enough!
Nothing turns me off more than pushy sales people. Whether it’s cars, appliances or make-up, having someone in your face is not only annoying, it’s intimidating. I don’t know about you, but I’m thinking intimidation probably isn’t the best way to gain customers.
So I’ll concede that some sales reps are just overly-enthusiastic. If you’re one of those who are passionate about your product, that’s great! But it’s a matter of how that passion is displayed that can either draw customers to you or drive them away.
Here are a few tips to selling without pouring on the pressure.
? Stop Talking. Many sales people think that talking more is the key to landing the sale. But the opposite is true. Keeping quiet long enough to listen to the needs of your customer shows that you are truly interested in what they want – not what you want them to buy.
? Ask Questions. If you sell skin care products and someone is looking to purchase a cleanser, don’t just hand over the most expensive one with a bunch of reasons why she should buy it. Ask her what her problem areas are, what type of cleanser she uses now, and what her price range is. Selling her a less expensive product may be the better way to go. The price point and getting what best fits her needs will keep her coming back.
? Take No for an Answer. If a customer says no, don’t give her ten more arguments on why she should say yes. Simply thank her for her time, hand over your business card and tell her to call if she changes her mind. Following up by phone or email a few days later is fine as long as it’s done appropriately. If she still says no, leave her alone and move on.
? Build a Rapport. Don’t launch into your sales pitch within the first five minutes of meeting someone. Get to know her personally, first. Chat about your kids, the weather, or a popular television show. Let the subject of your business flow into the conversation naturally. Mention it only once. Any more than that and your new friend will begin to put up her guard.
? Hold an Open House. Allow potential customers to come and go at their leisure. Put all of your items on display and let them browse. Be friendly and let them know you would be happy to answer tell them about any particular products they’re interested in. Resist the temptation to push your products unless they ask a question.
? Keep it Real. People can spot a schmoozer a mile away. Compliments are welcome but being too nice sends up a red flag. Customers want a “real” sales rep. – not someone who is trying to charm them into buying.
Tell them the facts, demonstrate the benefits, and offer a good deal. If your product is a good one, you won’t need to pressure your customer into anything.
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