Honesty comes in all forms including honesty to self. Do you in fact believe 100% in what you have to offer as an entrepreneur or as a sales representative will it benefit your clientele?
Should any inkling of doubt creep into your mind, your first priority is to resolve the issue. Is it a matter of repositioning or selling to a different audience? This is a fairly easy solution. But, if you personally would not purchase the same if you were in your clients’ position, then take a hard look at where you are.
The reason this is so important is your prospective clientele can hear in your voice and see on your face that hesitation is present. This is a clear warning sign that they too should hesitate by putting on the brakes and say, “no”.
Additionally, should you recognize that your offering is not a good fit for the intended, say so. This is the single best way to build your personal brand because it becomes evident you may be trusted. Selling honestly contributes to an incoming referral stream.
2. Sell authentically
Many professionals claim their style sells best and everyone who aspires success should copy their style. This is a double-edged sword. Yes, you would want to learn the best of what they have to offer. However, whichever technique you choose to try should be implemented with your personality in tact.
Some people do well with scripts while others excel in conducting a lively two-way and free-flowing conversation. Experts may also suggest specific words to be used that increase the likelihood of an emotional purchase. Check your comfort level with all suggested techniques.
The bottom line for selling authentically is to ask yourself, “Would I buy from me and invite myself back in to conduct repeat business?”
3. Remain ahead of the curve
This strategy requires extra time because you want to be serving your clientele during your working hours. Education on the latest technology and techniques is essential to be able to serve your clientele well. Learning and teaching makes you a valuable resource encouraging a returning and referring clientele.
4. Sell by serving your clientele
Let your prospective clientele know upfront how you service your clients. Explain how you differ from others in a similar capacity and the benefits of working with you.
Remain in touch after the sale. Inquire as to how they found the experience. Should anything need to be adjusted, do it promptly. Accept feedback and that which rings true for you, use it to tweak your process and perhaps create new services based upon the suggestions. Check in periodically to see how your clients are doing to further develop the relationship and potentially additional business.
5. Thank You!
Today’s world is consumed with concern about surviving economically that a simple Thank You or sign of appreciation will do more to boost the likelihood of an initial sale and repeat sales than complicated sales techniques. It’s the human kindness and touch from one person to another that will make the biggest difference in your success.
As you connect mind-to-mind and heart to heart, you will find the Smooth Sale!
Elinor Stutz, CEO of Smooth Sale, LLC, (800) 704-1499, was honored by Open View Labs with inclusion in their international list of “Top 25 Sales Influencers for 2012.” Elinor authored the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, Sourcebooks and the best selling career book, “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews”, Career Press.