To sell more and create returning customers, develop habits targeted towards customer building and retention.
To gain new skills in sales, consider participating in Sales Training Course delivered by pdtraining in Auckland, Napier, Christchurch and other cities in New Zealand.
There are many factors that affect sales such as price, quality, accessibility, attitude of company representatives, after sales service, and so on. Even though a sales professional cannot control every aspect of sales, developing the best possible attitude towards customers and developing skills to provide the best purchasing experience to customers can help boost sales.
Listen and Empathise
When a customer is speaking, it is important to listen to the information being provided. Even if a customer is not providing information of value, it is best to find the right opportunity to politely guide the conversation towards the important.
If a customer is complaining or sharing their frustration, provide support by nodding or adding a few lines of your own. Remember not to begin sharing your experiences or frustrations with the customer. Actively listen when the customer is telling something important and show your attentiveness by using words such as ‘yes’, ‘okay’, ‘That would have been difficult’, and so on.
Remain in Control
Even though it is the customer that will make the buying decision, you can control the sales. Even if a person decides not to buy at the moment, a brilliant experience will ensure that the person will come back for a purchase in future. Therefore, provide best support to every person irrespective of whether they buy or not.
A salesperson can be said to be in control if s/he:
- Guides the customer properly
- Maintain professionalism in face of criticism or abuse
- Keeps emotions under check
- Is able to build good relationships with people of different personalities
- Can lead and follow, depending on the occasion
As a sales professional needs to deal with many people every day, developing skills in persuasion, handling of difficult people, communication and customer support become essential.
Sell Today and Work for Tomorrow
To achieve consistently in sales, sales staff needs to not only concentrate on selling today, but also provide excellent support to those who do not make the purchasing decision at that moment. To generate good sales figure over a period of time, sales professionals need to sell today while looking at the future.
Identifying customer’s needs is the first step in fulfilling their needs. If you have made the best effort to provide good service, the customer will know it. Listening to the customer to identify needs, providing the best support experience possible while leaving space for them to make decisions help in retaining existing customers and building new ones.
Knowing when to speak and when to listen, when to help and when to let alone, when to correct and when to ignore will come with practice, but being conscious of your selling techniques will allow you to experiment and alter when you spot the need.
Pdtraining delivers 1000’s of professional development courses each year in Wellington, Auckland, Napier, Christchurch, Hamilton, Dunedin and Tauranga, so you can be assured your training will be delivered by a qualified and experienced trainer.
All public Sales Training courses include am/pm tea, lunch, printed courseware and a certificate of completion. Customised courses are available upon request so please contact pdtraining on 1300 121 400 to learn more.