How to Sell

As economic times remain tough for those in business, it is important not to underestimate the benefits of good sales techniques. During the boom years, it was not difficult for sales targets to be met, and generally people had a lot more money at their disposal to spend how they wished.

However, it is clear that this is no longer the case, and for the sales person, hitting targets is harder than ever. But does this mean that sales can’t be made?

There is no doubt that the consumer has become savvy.  This can be seen to be as a result of a number of developments over recent years.

In times gone by, people were happy to stick with brands, shops, energy providers and so on.  However, these days people will shop around for the best value for money.

The advent of comparison websites has been integral to the consumer driven markets.  As lives are more and more hectic, people don’t have the time to go from one place to the next in search of a bargain.  Now it can be found in one place.

However, does this mean that people are happy to deal with everything in this way? 

Not necessarily, as although many sales made online do not involve human interaction, it still has a major part to play.

One of the best ways to source and keep a good customer is to keep talking to them.  There is nothing worse for a consumer than feeling like they are just another number, or are insignificant to an organisation.  Sometimes this can be more of a driver to leave than the price.

How important is the price?  These days it’s very important.  However, people don’t want everything ‘on the cheap’.  It is more that they want to see the value in what they are getting.  For sales people selling products, at whatever level, the consumer needs to see that the sales person believes in what they are selling.

Enthusiasm in a product or a service goes a long way to achieving customer satisfaction. 

Old fashion people skills should never be forgotten when dealing with consumers.  No customer wants to deal with a sales person who doesn’t seem engaged in what they are doing, and have no enthusiasm.  Conversely, they do not want to feel that they are being pushed into buying something unnecessarily.

The key to sales is to strike a balance between giving the customer what they need, and making sure there is some profit made too!

Article written by Katie Starkey, on behalf of AER Sales Training.