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How to Be A Successful Salesperson

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How to Be A Successful Salesperson

  1. 1. Created By: Erica Chekaway
  2. 2.  In this presentation you will learn: ◦ How to develop and maintain good relationships with your customers. ◦ How important it is to know your product. ◦ How to handle angry customers and how to handle mistakes. ◦ The importance of thanking your customer and how to get them to buy from you again. ◦ Other tips about being a successful salesperson.
  3. 3.  Almost all sales are about one thing: RELATIONSHIPS ◦ Building a good relationship with your customers, whether it’s the first time you’ve introduced yourself to them or the fiftieth time you’ve seen them!
  4. 4.  It’s important to keep a few things in mind when building relationships with customers: ◦ Be friendly ◦ Be respectful ◦ Make small talk ◦ Show you care
  5. 5.  Don’t immediately dive into a sales pitch. Look around the person’s environment and try to pick out an interest or hobby the person could have and comment on it. ◦ Example: If you see a sports team banner or sign on a customer’s wall make a comment to the customer about it. ◦ Or if you see a customer wearing a watch with a popular cartoon character on it make a comment about it. ◦ This shows them you show interest in them as a person not just as a transaction.
  6. 6.  The first sale can often times be the hardest. Once you get the first sale always double or triple check to make sure it is accurate. THANK THE CUSTOMER. ◦ Show the customer how much you appreciate them giving you the sale instead of a competitor. ◦ Follow up with the customer if possible to see if everything worked out okay and see if they need anything else.
  7. 7.  What does this mean? ◦ In today’s market most products can be bought from multiple locations. ◦ What makes people come buy it from you?  SIMPLE: IT’S YOU!
  8. 8.  Know what you are selling: ◦ Know the Pros and Cons. ◦ Try to personalize it by using the product yourself! ◦ If you don’t believe in the product the customer WILL know.
  9. 9.  Always look for new updates or products. Never think that you know it all, because you never will. Collaborate with other salespeople in order to learn other strategies and acquire additional knowledge. READ as much information as possible about the product you are selling.
  10. 10.  If you don’t know the answer to a question it’s simple: ASK SOMEONE WHO DOES! ◦ The customer will respect you more if you ask questions and find out the correct answer, rather then make up something that is incorrect.
  11. 11.  Suggest add-ons to the customer ◦ Not only is it good for business, the customer will thank you later when they don’t have to come back and pick up something they didn’t get. ◦ Goes back to knowing your product  Know what else the customer can use with the product.  For example: When selling a bicycle offer a helmet for safety, the customer might not be thinking of this item at this particular time but will need it later.
  12. 12.  Most angry customers just want to be heard. ◦ Let them explain the situation to you, as long as they don’t get out of hand have them finish the story before you proceed. ◦ Show sympathy, let the customer know that you care about their situation (goes back to building relationships!) ◦ Find a solution  Sometimes the smallest gestures go a long way
  13. 13.  Everyone makes mistakes. When you make a mistake own up to it. ◦ The customer will respect you a lot more if you admit to the mistake instead of trying to put the blame on someone else. ◦ Then do everything you can to fix the mistake and make the customer happy.
  14. 14.  Always thank the customer ◦ It lets them know that you appreciate their business. ◦ Do it with a smile, only a sincere thank you will be beneficial in the long run. ◦ Invite them back!  Whether it’s “Come see us again!” or “If you need anything else just let us know!”
  15. 15.  Customers like to feel important and be remembered. ◦ Remember their name. ◦ Remember what they purchased in the past. ◦ Follow up on any other small talk that may have occurred previously.  For example, ask a customer: “I remember you telling me you just got a new dog, how’s the dog doing?”
  16. 16.  Be careful what you say and how you say it. ◦ Make sure the language you use is appropriate and non-offensive. ◦ Jokes and having fun can have a positive impact but keep it clean and appropriate. ◦ Being pushy and forceful can be overwhelming to a customer and cause them to not want to buy from you.
  17. 17.  Attitude and presentation can make a big impression on a customer. ◦ Always look professional and put together. ◦ Always treat the customer with respect. ◦ Always give the customer your full attention.  Keep all cell phones and other distractions away when speaking with a customer.  This shows the customer that they are important.
  18. 18.  If you tell a customer you are going to do something, MAKE SURE YOU DO IT! ◦ Always follow-up on conversations. ◦ If you tell a customer you will call them, make sure you do. ◦ Your goal should be to have the customer say, “I deal with salesperson Joe Bob because they ALWAYS take care of me no matter what!”