Sales

The Science behind selling

Remember, nothing happens in business until someone sells something. It is all about how you sell your products, how you sell your services and how you sell yourself. The art of selling is not a unique talent that is gifted to a few blessed people. The sales techniques have slowly changed with time, but it is all about the rapport we maintain with the end user. Not everyone succeeds in sales, and it depends on the proven tricks and techniques that the person who is said to perform better in sales uses to generate more and more business with time. Most of the so-called sales specialists do not know the formula to connect with the customer and maintain the rapport with them. It is not something that they do not know, but they don’t apply it. Keep aside all the tricks and shortcuts that you might think would help you succeed in sales, there is a science behind selling.

A salesperson need not sound like a salesperson. You see the significant difference between the successful and unsuccessful salesperson is the way they communicate with the customers. A successful salesperson always identifies and tries to solve the customer’s problem whereas an unsuccessful salesperson concentrates on making a one-time sale and earning money. Make a customer, not a sale. Know your buyer’s need and help them solve it with your product, that is all. Rather than focusing on ourselves as sellers, we need to focus on our customers and understand what exactly they are looking for to make their work easy.

Here is a small example, Suppose you go to a random person and ask him to buy the shampoo that you have made. Will they buy it? No, right? Suppose you go to a person you know and tell them that you recently used shampoo and that makes your hair smooth and ask them if they want to try. Of, course they would want to try it. The difference between these both scenarios is TRUST. Yeah, that is the first factor any salesperson should consider. Get to know your customer better by building trust and loyalty that helps you to understand your customer better.

DO NOT LIE TO YOUR CUSTOMERS. This is the major mistake that almost 80% of the salespeople do when it comes to selling their product to the user. There is no need to over-exaggeration about your product if you believe that the existing product will solve the needs of the buyer, go for it and convey that to the customers. Explain to them why they need to have your product and let them analyse it. Don’t be pushy or seem desperate, which makes the user feel uncomfortable. Understand that sales is not just a job, it is a game with huge competition and that is the reason why they use the term as winning a deal. Also, the essential quality of a salesperson is patience and followups. A successful salesperson will never lose hope without making a minimum of 5 followups.

Know the selling point so that you don’t just blabber with your customer. You gain more knowledge about sales with experience. Still, with the vast information available online, it has become more comfortable for the freshers to access the content and perform better using those tricks, all thanks to the internet. The behavioural based selling is the ever trending technique that the sales executives can follow. This includes understanding the behaviour of the buyer and selling accordingly. Sales is a highly competitive industry where you need to be updated with all the new business models and the trends in the market to sell something.

Apart from this as a salesperson, you should also be aware of the target audience. You cannot go to an independent working carpenter and ask him to purchase your enterprise software product. There is no use rubbing that on their face over and over if they don’t find it useful. As I have already mentioned, analyse how your customers can make use of your product. Keep the communication polite and straightforward rather than trying to showcase yourself as a highly knowledgable person so that they feel smooth and comfortable with you.

These are some factors to keep in mind while selling any service/product to your customer. Let me know your feedback in the comments below or drop a message here. I am open to suggestions.

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Satya Varshini

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5 Comments

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