There definitely is an art to selling. First thing, you must know how to interact with other humans and what human nature is. You must develop a likability. This alone will probably not get you the sale. Here are two things that you must also develop that will drive your sales revenue up.
- TRUST ME – Trust is equally important as likability. Customers need to know that they can trust the product, business, and YOU. Here are three ways to gauge your trustworthiness:
- To a fault, keep your word. If you tell a potential customer that you’ll get back with them as soon as possible, follow through and do it. You won’t always get it right and please everyone. However, at the end of the day, all you have is your word and the degree of integrity that it holds.
- Underpromise and overdeliver – When you tell a customer that the order will be ready in 3 to 5 days, I guarantee that most will hear 2 days. Because of that, tell them that the order will be ready in 5 days if it’s okay with them. When you deliver in 3 days, they will think you are a hero and be thrilled on the quick delivery. Also, refer your customers to your reviews online, whether from Facebook or Google+ or any other 3rd party. They will see for themselves the positive reviews on your quality and timeliness.
- Be consistent – Train your clientele to expect a certain level of quality and constantly deliver. Ask for their feedback after their product has been delivered. Learn from your customers’ comments and feedback.
- OFFER CONVENIENCE – Need-based satisfaction drives all human behavior and customers make emotional buying decisions. Find out what your customer values and make it convenient. These three ways you can offer convenience to your clientele,
- Be different than your competitor – Know what you and your company are great at, such as policies for returns. Everyone is going to make a mistake, but it is how you handle it that counts. Was the order wrong – make it right if at all possible. Let the customer know that you are in their corner and will work to make the order right. When your prospect is ready to buy, minimize the risk.
- Be genuine – Stand behind your policies and let your customers know what they are upfront. People can usually tell if you are a phony if they are at all a little intuitive. If you offer free goodies, make them stand out and memorable.
- Be open to suggestions and available 24/7 – You cannot have a shop open 24/7, but in our day in age, people are doing Google searches for every product or service imaginable in the wee hours of the morning or late into the night. When they leave a voice mail or request information via email, get back with them promptly. Many times their requests are time sensitive. In other words, if you wait two days before calling or emailing a prospective customer, you may have already lost the sale. Also, listen to your customers’ feedback and make improvements when and where they are necessary.