9 Tips for Improving Your Sales Technique

Sales techniques can vary widely across industries and individual sales people. Many people develop their sales techniques over years of experience in a particular market or product lines. 

Sales is a logical process as much as it is a persuasive practice. People buy from some sales staff and not from others for various reasons. If you're having problems with your sales technique, these tips might help:

Sales tips

1. Sales talk: Good sales people work "with", not "at", their clients. The badgering sales person is generally considered a nuisance, and is absolutely guaranteed to turn off at least some clients. The clients barely get a word in, and often can't keep track of the sales spiel. In some cases they don't even know what's being sold. Many sales people, particularly on commission sales work make this mistake, and it's quite avoidable:

2.Start a conversation, not a sales spiel: The customer doesn't want to be "attacked", they want information. Start by just asking if you can help.

3. Listen to the client: If you don't, you have no idea what the customer wants, and the result is no sale. When they're speaking, shut up on principle and let them explain themselves properly. Don't interrupt until you're sure you know what they mean.

4. Ask questions: Most customers have a limited amount of information, and need more before they'll decide to buy anything. Sometimes they don't know what they need, and are starting from scratch.Keep your questions simple, try to get them to describe what they need. The simplest possible question, and the most relevant, is "What did you have in mind?"

5. Be patient: People don't just "decide" to buy anything. They have to process information, and come up with a decision. They also don't like getting pushed during the decision process, particularly if there's a lot of money involved. Tell them you'll leave them to make their decision, but stay close, so you get the sale.

6.Product demonstration: Do not, ever, complicate a product demonstration. Also never inflict a customer with techno babble, or an overload of information. Keep your demonstration simple, and tuned to the level of information you know the customer needs. Speak clearly and in stages, so they can keep track of your demo.

7. Sales terms: Strange as it may seem, even an interested buyer can be completely turned off by complex or threatening-sounding sales terms. Since the intention is to sell, not scare off the customer, keep your explanation on a clear path. Don't get into credit and interest rates until you've explained the payment method, and produced a working figure for payments.

8. Be helpful: This means actually helpful, not just going through the motions. Try and solve problems, get help if you need it. You'll lose a sale for sure, if you don't come up with the help required, when it's required.

9. Presentation: Always present yourself well. Never allow yourself to be perceived as uncooperative, or uninterested in the client's issues. Engage directly with the client, be clearly professional, courteous, and friendly at all times.