Sales Management – Part 02

Tip 51: Follow Up

If you’ve made a sale then be sure to follow it up with a phone call or email. Making sure that your customer is happy will entice him to return to you in the future.

Tip 52: Learn How to Say No

The customer might always be right, but that doesn’t mean you have to say yes to everything he wants or says. If you feel strongly about something then say so

– and say no.

Tip 53: Learn to Negotiate

People will very often be prepared to pay more for an item or service than they initially state. Negotiate and you’ll find a price that suits you both.

Tip 54: Organize

Organize your time, files and records. If you are organized in your office then customer queries and sales can be handled quickly and more effectively.

Tip 55: Use Articles

Article writing is a great way of advertising to the right market. If writing isn’t your forte then get someone else to write them for you.

Tip 56: Adapt Your Approach

If your past approach hasn’t been working then adapt it and try something new. Why keep batting your head up against the same brick wall if you’re not getting anywhere?

Tip 57: Make a Good 1st Impression

1st impressions last, so make sure yours is a good one. Dress the part, look presentable and be polite.

Tip 58: Engage Your Customer

Small-talk is a great way of learning about your customer without asking direct questions related to the sale, so engage in conversation – and keep your ears primed for that all important information.

Tip 59: Barter

You don’t have to agree on a price that’s offered, and neither does your customer. Have some fun and barter – and make that sale.

Tip 60: Watch Your Facial Expressions

Some people’s faces are like an open book, and even though they could be saying all the right words, their face could be reflecting their frustration or boredom etc. be aware of what your face is giving away because it could make the difference between a sale or a walk-away.

Tip 61: Say Thank You

Not just at the time of the sale, but afterwards in an email, a card or a phone call. It goes a long way and might bring the customer back to your door in the future.

Tip 62: Be Quiet

Salespeople love to talk. It’s what they do. But sometimes they have to learn when to be quiet in order to let the customer think or talk to his or her partner. No-one like’s pushy people, so don’t be one.

Tip 63: Develop Credibility

Your business will be built on your reputation, so make sure that you build up your credibility by providing an excellent service both before and after sales.

Much new custom comes from word of mouth, so make sure those words are good ones.

Tip 64: Use Small Talk

Don’t just talk about the item you’re selling. Use small talk in between to involve your customer more and encourage them to open up.

Tip 65: Don’t Be Bullied

If you have a customer who is adamant that they can get your product cheaper elsewhere and doesn’t see why he should give you the custom then politely tell him to take his custom to the cheaper seller. If he doesn’t buy your product then someone else will, but chances are he’s just trying to bully you into lowering your price.

Tip 66: Have a Sense of Humor

Laugh; make fun of yourself and funny situations. Life is too short to be miserable, and if you show your customers a sense of humour then they’ll be laughing with you while they sign on the dotted line.

Tip 67: Be Energetic

Don’t just sit there looking bored when a customer walks in. get up and ask them if they need assistance. If they don’t then tidy the shelves or look busy. If it looks like you simply can’t be bothered then you will lose more custom than you make.

Tip 68: Have Empathy

Have empathy with your client and understand what they are going through in order to make it easier for them.

Tip 69: Look the Part

Dress professional, look professional and act professional, and you’ll make that sale.

Tip 70: Laugh at Yourself

Don’t take yourself too seriously in front of your customer. If you can laugh at yourself you’ll show that you’re approachable.

Tip 71: Separate Rejection from Refusal

Know the difference between the two. Rejection is personal, refusal is not.

Tip 72: Enjoy Yourself

Enjoy yourself when you’re selling and your customers will enjoy themselves too.

Tip 73: Keep it Simple

Don’t get too technical, unless the customer wants you to. If you confuse the customer they may leave.

Tip 74: Have Day Sales

Day sales are a great way of giving good deals to new customers – and also for getting rid of old or unwanted stock.

Tip 75: Have a Good Voicemail Message

Make it businesslike and not too funny. People need to know they are calling a serious business person, not a clown.

Tip 76: Have an Eye-Catching Logo

A picture tells a thousand words – and so does a business logo. Make it eye-catching and it will be remembered.

Tip 77: Give a Guarantee

Your word may be your bond, but customers generally prefer something in writing. Give a guarantee along with the lines of if something doesn’t work it will be replaced.

Tip 78: Be Realistic

Don’t expect that every item in stock is going to sell like hot cakes, or that every customer is going to pay top dollar for it. it isn’t going to happen. Be realistic to avoid disappointment.

Tip 79: Stay up to Date

Stay up to date with business news and events in your line of work. You never know when it will be used or what you might learn.

Tip 80: Smile

Even if you don’t feel like smiling, make sure you do it anyway. No-one wants to deal with a person who has a face down to his boots.

Tip 81: Sell Yourself

Sell yourself as well as your product.

Tip 82: Act the Part

If your business is children’s entertainment then acting like a clown is accepted and expected. But if you’re a car salesman then it isn’t. Act the part that suits your business.

Tip 83: Firm Handshake

A firm handshake typically gives the impression of confidence, whereas a limp one can be very off-putting. Make sure yours is firm.

Tip 84: Update your Product

There’s no point expecting to sell a product that is outdated or old-fashioned. Making sure it’s updated will bring you much more custom.

Tip 85: Price

Don’t sell your product too cheaply because people will think there’s something wrong with it. But don’t sell it too expensively either or they may go somewhere else to buy it. Find the right price.

Tip 86: Be Informative

Know as much information as possible about your product so that you can answer any questions intelligently.

Tip 87: Pitch

Pitch your product to the right market to avoid looking like an idiot when you try selling something like steak to a vegetarian.

Tip 88: Know your Product

Don’t even think about making it big selling something you don’t know anything about. You’ll fall flat on your face eventually. Know your product.

Tip 89: Set the Stage

Your store, office or stall is your stage, so set it accordingly.

Tip 90: Be Convincing

If you don’t sound convinced about your product then your customer won’t be convinced either.

Tip 91: Ethics

Have some ethics, especially about your business, and you’ll be rewarded with impressed and loyal customers.

Tip 92: Loyalty

Be loyal to your customers and they will be loyal in return.

Tip 93: Grab Customers Attention

Getting the attention of your prospective customer either on a personal level or through advertising is a must.

Tip 94: Interest

Build your customers interest by telling them how much money they will save, how good they will look, etc.

Tip 95: Desire

Build the desire of your customer to own your product, and have a desire within yourself to sell it.

Tip 96: Action

Encouraging your client to act on an offer will sometimes push them to make a decision and buy.

Tip 97: Conviction

Have conviction in your product. Compare it to its competitors and convince your customer.

Tip 98: Use Testimonials

Testimonials from previous happy customers are almost as good as advertising, so show them off.

Tip 99: Trial Offers

Trial offers can be a great selling point as customers like to try before they buy.

Tip 100: Be Dependable

Your customers need to know that they can depend on you, especially after a sale. If they feel they can depend on you then they will give you their business.

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