Tuesday, March 25, 2008

Selling Something or Something

Motivating yourself to sell up your client can be difficult. Most often it is because we either do not ask for the additional sale or we don’t know how to ask for the additional sale. Are you an order taker, simply selling the customer only what they ask for? Would you like to become a sales maker? Here are a few suggestions that can help you increase your average sale. It really is very simple.

Asking the right questions is the key. When making a sales presentation to your client, you have to ask the right questions. Do not simply ask yes and no questions. You want to ask open ended questions that give them options and opportunities to make choices.

Adopting a mindset which you offer options allows you to give clients all of the information they need to make an appropriate buying decision. Consider these scenarios:

First, you may have a client come to you and ask for a specific item or service. By engaging them in conversation you can better understand their needs and offer them suggestions and recommendation for helping them best fill that need. As an example, a customer comes to your hardware store looking for a garden hose. They may be thinking they need a 25’ plastic hose. By asking questions about what they need you may find they really need a 50’ hose and a rubber reinforced hose would serve them much better.

Now you have helped the customer fill their true need. They buy the better quality hose. They have spent more money than they originally intended. But, by taking the time to ask questions and find their true need, you have shown them the value of the better hose. They are happy with the decision because you have helped them discover their true need. You now have a customer who will likely be back the next time they have a need for your products.

Another, you own a shirt printing business. The client is in to place an order. You have three grades of the product they are interested, a “good”, a “better and a “best”. By explaining each grade and their advantages you are leading the customer to make an educated decision on the product. Let’s say you are selling imprinted or embroidered items. The customer is looking for shirts. By explaining the difference in the shirt material, fabric care and durability you are helping your customer see the value of the “better” and “best” quality as it relates to the “good” quality product.

By explaining these details you are educating your client. Showing them you care about them getting the best value for their money and increasing your bottom line by guiding them towards a buying decision which moves them to a more profitable product line. They win and you win.

One final example, be prepared to offer suggestions for add-on products to their purchase. You are a portrait photographer. The mother of a one-year old is in to place an order from the images you created of the child. As you guide her through her selections you have the ability to offer her additional products. Show her how she can use her images to create multi-image wall portraits, coffee table books and all of the other great products you can create.

Selling the emotion is essential to increasing the sale. When you become emotionally involved in the sales process, so does your client. Be sure to have samples of the products you want to sell them. You can’t sell it if you don’t show it. Help her consider all of the people who deserve photographs of her child and the products you have to fill those needs. Allow her to have all the products she desires.

Remember that all clients are looking for solutions to needs. That is why they came to you in the first place. They needed your services and your expertise. They are relying on you to help them make the right choices. Make sure that you give them all the help they need in fulfilling their needs and in making appropriate buying decisions. And watch your bottom line grow.

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