9 Nov 2011
Any good salesman is taught how to get the attention of clients. Many people say that it is the hardest part of the sales process, and that’s true. When you have a foot in the door, half your work is over. But did you know that there are a lot of sales people who focus on getting that first sale and afterwards do not know exactly how to get the client to keep on buying?
Ad techniques and marketing are all created to help the company garner loyal customers. This would not be achieved if the salespeople themselves do not know how to move the client beyond that first pitch and that first buy. One of the things that customers want in a sales person is communication. Answer questions and discuss concerns; bring up things that they have not asked about but you know will influence their satisfaction when they buy a product or service.Take a man looking for a real estate broker. There are two brokers that have found the property that he wants. But they approach the sale in different ways. Would he go with the one that follows up with ‘Look I may have something in the area of what you’re looking for. I’ll call you.’ or the one that says. ‘I’ve found this property that you’ll absolutely love. It’s got that pool you want too. I checked. Do you want to make an appointment to see it?’
This kind of proactive stance on communication is one reason why people ask for particular sales men and sales women when they enter a store. A good salesperson offers options with the products that the customer is thinking of purchasing. When someone’s looking for company email solutions, offer email archiving and compliance options as well. Know and understand what they want before they know they want it. For instance, an elderly or middle-aged woman is buying a comfortable chair. When you’ve covered comfort, the various features, the durability, and have made small talk about her late husband and the dog she’s thinking of adopting, then what? Bring up the fact that the chair is lighter and easier to move than most in the store, the fact that it does not allow animal hair to stick stubbornly to it, and so forth. Little things, but incredibly satisfactory to an aged woman who maybe lives alone and is getting a dog. And remember, always follow up.
Think and act positively. Customers would not want to deal with a salesperson who leaves them grumpy and depressed every time they leave the store. Be curious. Knowing everything about the client will help you get a much better view on the things that they need and the things that you can offer them.
Act like every client is the only one you are focusing your energies on. A happy client is one that will keep coming back. Knowing how to make your customers happy will make both you and your company benefit greatly.