Help your customers make the right purchase
Having effective sales skills requires knowledge and practice. Being able to effectively offer the right product to a customer to fulfill a need or solve a problem requires that you have a solid sales technique. Studying products that your company offers and understanding how they will help customers will help you be more effective. Being able to communicate a product's features and benefits to customers knowledgeably and effectively and being friendly and professional at all times will enhance the customer's experience.
Perfect Your Greeting
Greeting a customer has the potential to make or break a sale. Make sure you practice your greeting and decide in advance what you are going to say. If you're not great at spontaneous conversation, make sure you have a few greetings that you practice regularly. When customers come in the door, be friendly and engaging. Greet them with a smile, make eye contact and avoid being too pushy or aggressive.
Ask and Listen
Perfect the art of asking pertinent open-ended questions. Open-ended questions are questions that begin with 'who', 'what', 'where', 'why' or 'when'. This opens up a dialogue between you and the customer as they are not able to answer 'no' or 'yes' to your questions. Make sure you also practice listening to the answer. Active listening means repeating back what the customer just told you so they know you heard them correctly. Once you listen to the customer and understand their needs, you will be able to offer the customer the right solution.
Product Knowledge
Make sure you understand the functions, features and benefits of the products you are trying to sell. This will help you to answer questions and offer the right product to a customer. Customers rarely buy products. They buy solutions. If a customer tells you that they are replacing their dishwasher because it makes too much noise, be able to offer them a dishwasher with a decibel rating in the mid 40's to low 50's instead of just pointing them to the dishwasher aisle.
Offer Ancillary Products
Understand products that go along with your product. This will always be helpful to customers. If you know the product you are offering needs batteries in order to work, make sure you offer a package of the right batteries to the customer. If you know a television needs HD cables in order to properly transmit HDTV but the TV only comes with component or composite cables make sure you offer your customers HD cables or at least tell them that these cables are necessary.
Closing the Deal
Closing the deal is very important. Properly closing the deal allows the customer to have a great experience from beginning to end. Make sure you walk them to the register, and discuss the benefits of an extended warranty if one applies. Make sure you are aware of all the details of the warranty before you offer it so you give the customer the correct information. Thank them for their purchase.
Follow Up
Following up with a customer after the sale is always a great idea. This will show the customer that you are interested in more than just making a sale and closing the deal. Following up with a customer is a good way to build a customer for life.
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