Simple Persuasion Tactics for Salespeople
This article is a primer on basic persuasion tactics for the salesperson. Have you ever wished that the sales process were easier? Well it can be with the application of a few simple persuasion techniques.
A sale is a persuasive process, so the most successful sales people are those who make key persuasive habits a part of their normal life and routine. Here are six simple and easily applied persuasion nuggets that will grease the skids of your sales process.
1) Sell with conviction. This is a
relatively simple step to incorporate into your sales process because all it
requires is that you believe in the product or service you are selling. If
you do not believe that your product/service is the best and wisest solution for
your customer then you shouldn’t be selling it. Period.
So, are you a “raving fan” of your product or service? If not you need to
become one or to find yourself another product or service you can believe in.
You cannot excel if you don’t believe in what you are selling.
2) Understand your customer, your product and
yourself. You need to look at what you are selling from the customer’s
point of view. How do they perceive your product/service? What are their
expectations of you, the sales representative? Immerse yourself in their world
and construct your sales presentation around their expectations, applications
and questions.
Take some time to discover your strengths and weaknesses as well. Do you
have a thorough knowledge of your products/service offering? How do your
warranties work? Do you prefer dealing with customers on the phone or
face-to-face? You need to know your style and preferences as well.
Play to your strengths and correct or compensate for your weaknesses.
3) Be polite. This should be common sense
but often is not. You need to operate with complete integrity, honesty and
respect for your customers, clients and prospects. You expect this from
others and they expect it from you as well. You want to establish a
reputation as a straight shooter in your industry. Being honest and
treating others with respect is a great start.
4) Be punctual. This is one of the most
important rules for anyone to follow, not just salespeople. In fact, this
rule is so important I find it amazing how often it is ignored by people.
Being on time is a key ingredient in building credibility and trust with your
clients. Yeah, a lot of things can happen that can make you late. Plan for
these so that you are always on time.
5) Smile. Want people to like you more? Smiling is single most effective
and simple thing you can do. A smile makes you approachable and people will like
you more. If you want to sell more, have more friends and be more
successful you need to smile more than you frown. Some people have a
natural scowl on their face. This can’t be you. Make it a point to
consciously smile throughout the day. Pretty soon it will be your habit.
6) Offer proof. You need to prove that your product or service will do what you say it will do. There are a variety of means to do this and you should have all of them at your disposal.
You have a pitch book don’t you? If you don’t, go out today and get one.
A good pitch book is an essential part of every successful salesperson’s
toolkit. You should never make a sales call without some way of proving
your product works.
Testimonials, test data and small demonstration kits are all things you can usually carry with you to show customers that your stuff works.. Of course, you can arrange more elaborate demonstrations whenever necessary.
These six steps are all simple yet effective persuasive techniques you can
easily work into both your professional and personal life. Now go out and
sell something!
Good Luck!
