Below are some things that should be considered in sales.
Know the product
If there is enough knowledge about a product, it can almost “sell itself”. Usually a lot of energy goes into “selling” products, however, if that same effort would be put into product knowledge it would simplify things in the long term.
By having enough product knowledge the representative can quicker and more effectively find a fitting solution for the customer. A representative with plenty of product knowledge can also ensure that the customer gets the best possible product for their needs and wants. Therefore, a thorough study of the product would be beneficial before making the sales call.
Knowing about other similar products in the market can also be helpful for comparison purposes during a sales conversation.
Know the customer
Before a product can be pitched, more needs to be known about the customer’s needs. Without knowing the customer it will be harder to sell, and the chances are that the customer will either return the product or be dissatisfied with it.
The usual way for getting to know the customer is to ask questions. Questions could be asked throughout the sales conversation which would ensure that the customer keeps interested.
Communicate the product
When enough is known about a product the salesperson has what is needed to start communicating it to potential customers. The communication style should match the customer’s, and pride should not play a role in this part.
One technique to communicate a product is to mention its pros. However, there are different sales styles, and no one way to sell is correct.
Honesty is generally very important in sales. The customer can most times hear if the salesperson is honest or not. It is therefore better to provide all the facts from the beginning not to loose the sales opportunity.
Summary
- Importance of product knowledge
- Asking questions to know the customers needs
- Honesty in sales