Many great salespeople create their own downfall from financial prosperity, as they assume. Assumptions many salespeople make about customers or potential customers may include the following:
1. The customer can’t afford to buy the product.
Never assume a customer does not have the money to purchase, you don’t know what is in their budget. Many times these assumptions are made from the way a customer is dressed or other factors. However, that doesn’t always hold as a viable tool for making assumptions as to someone’s wallet size or their reasons for purchasing or not purchasing.
2. The customer does not want or recognize the value of a product.
However, you as a salesperson need to provide information on the value of the product and show the customer how it would be of value along with the benefits. Don’t push your views on the customer, but lay out the facts along with the benefits. It is not just about price, it is about value and you as a salesperson need to recognize their needs for the product and how that product is an asset to them. Don’t forget to make a friend, as we all want to do business with someone we like and trust.
3. The customer is not interested.
The customer may not be interested at that moment, but make your presentation respectfully, gain trust and build a relationship with the customer / potential customer. The key is don’t assume, don’t just assume they will never be interested. Instead think of it as a relationship building process, in which the customer gains knowledge of the product, people want to do business with someone they like and can relate to. The customer who says no the first time is no different. Along with relating to a salesperson, they want to trust that salesperson and know that they are not just getting a sales pitch, but they are receiving actual knowledge with true benefits of a product. The salesperson’s job is to establish a rapport with a potential customer, create brand awareness, build trust and convey the credibility of the company they represent. This will also provide an open door for future contact.
Never assume anything about a customer or a potential customer. Just about the time you think you know what they are going to say, they will surely do the opposite. When you assume something about someone, you are looking at the things around them, that moment, that day and other factors. You never know what was going on with that person just prior to your meeting with them to cause you to predetermine those assumptions. Maybe they are preoccupied with a big contract they are working on, maybe something happened in the business, many different factors can determine a person’s demeanor, which caused you to make false assumptions. Be open, give them the benefit and above all never take the answer no the first time, but do stay in contact, follow up, show additional value as to why they should do business with your company, the benefits of your product or service and how it will be of value to them.
The key factors for “Great Salespeople” are:
1. Stay positive
2. Be open-minded.
3. Bring value.
5. Create rapport.
6. Create trust.
7. Be respectful and courteous.
8. Display professionalism at all times.
9. Build a relationship.
10. A professional salesperson knows when the “final no” is said.