by Josefa Masinga
Do you know how to be a good seller? There are those who believe that sales talent is something people are born with. It may be that some personalities really have an advantage when it comes to selling, but anyone with the right direction and a willingness to learn can figure out how to be a good salesperson. The art of selling is based on many techniques ranging from good communication to follow-up after the sale has been closed. At each stage of this process, you can learn more and develop to increase your results.
Here are some essential tips to develop yourself even more and become a good salesperson.
Know your product
Knowing the product is a very important step in becoming a good seller. Customer behavior today is quite different than it was some time ago. As important as the price is, to understand everything about the product, from the most basic to the most advanced features. So there's no use trying to sell something you don't know and expect customers to believe what you're saying. It is essential to know everything about the product we are selling, in order to know how to respond well in the language if asked by the consumer. In this process, also know what differentiates your product from the competition. That shows a lot of professionalism. In addition, it helps the consumer to trust you more, increasing the chances of closing the sale.
Study your customer
In addition to knowing the product, it is essential to define the person who is interested in it. Therefore, it is also essential to know your target audience better. A good way to understand the profile of those who are interested in the product you sell is by developing a buyer persona. This character is built from the analysis of data that demonstrate consumer preferences, but it can also be complemented with interviews made directly to those who bought in your store. The important thing is to try to be very accurate. With this profile assembled, you will have a clearer idea of who your client is.
Always try to learn
What people buy, how to do it and how to convince them that your product is the best. So, keeping up to date with these discoveries is critical. Follow people who inspire you and who are always posting news and different ways of doing work. A fundamental characteristic of good salespeople is empathy. Any product is designed to solve someone else's problem. With empathy, you can put yourself in the shoes of the client who is experiencing that pain. With this technique, the seller becomes able to perceive which are the most important attributes of that item from the perspective of the buyer. This way, it's easier to mention the right thing that will make the customer close the purchase.
Know how to listen
It is very common for sales teams to work with a script, that is, a selection of phrases and speeches that must be said to each person interested in the product. This strategy is interesting to keep an aligned discourse across the team. However, the reality of each person is very different and not everything will be predicted in this material. Therefore, a good seller must know how to listen to what the customer is saying and present proposals that make sense for his reality. With the ability to listen, it is easier to adapt the speech and say the same thing but in a way that makes more sense to each person individually.
Be organized
Being a good salesperson and disorganization don't go together. To be successful in this profession, you must always be aware of deadlines and emails, study market news and maintain a service routine. Therefore, organization is essential.
Deliver value
A very common seller problem is talking to a customer just trying to sell all the time. In a buying relationship, there are several other factors involved, such as trust, well-being, and attention. In addition to trying to close the deal, good salespeople seek to build a relationship with that potential customer. From this relationship, it is easier to approach sales organically, without seeming forced. The ability to know how to listen also counts a lot for this delivery of value in communication.
Invest in after-sales
After the deal is closed, many salespeople completely forget about that customer. You know all that attention that was given during the purchase period? It cannot disappear, otherwise the consumer may feel abandoned and even used. Therefore, have a communication strategy also in after-sales. Check that everything was delivered as agreed, if there are any problems and be willing to communicate whenever possible. Of course, this will consume some of your time, but I guarantee it will be worth it and will help you build customer loyalty.
Have periodic reports
It is difficult to understand what is working or not in a strategy without analyzing concrete data from that action. Therefore, to be a good seller, it is also very important to have periodic reports on how your results are. With them, you can see in numbers what has been profitable, and what may need improvement. And, in addition to the results of the number of sales and average ticket, it is interesting
Also check satisfaction data and carry out consultations on the quality of care.
If possible, make it a practice to always talk to customers about the service provided, what they saw most positively and if they have any criticisms. This more direct contact can be a great source of learning.
Do you understand how to be a good seller?
A good salesperson is not someone who was born with this gift, but someone who has learned the best convincing techniques and practices to do their job in an exemplary manner. In this article, you saw some tips regarding this process. Remember to follow them to increase your performance and hit targets every month.
Josefa Amélia Massinga is the founder of Florista Flor Khyathu in Maputo, Mozambique. Her business, which opened in 2015, was inspired by the memory of her young niece Khyathu Massinga, who lost her life two years earlier. This store was Josefa Massinga's first enterprise, bringing her passion for flowers to a suburban area. As the only flower shop in this area at the time, she has since built up a loyal following of customers and brand recognition. She has since opened another branch called Khyathu Assessoria where in addition to flowers, customers can also access a range of other services such as floral decorations for vehicles, churches and events for special celebrations.
Email: jmassinga5@gmail.com
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