Sales Techniques to Help the Customer to Buy

Three times I have revisited Turkey after living in the country for two years in the 1970's. How could I ever forget? Salespeople everywhere can glean some wisdom about the unique sales approach by walking through the Grand Bazaar in Istanbul. At least three unmistakable key sales components are apparent: ask questions, be persistent and appeal to emotions.

ASKING QUESTIONS

As you revel at the array of products lining the street in the Bazaar, you hear someone say, "We have a great deal on leather coats today. How would you like to buy one?" On it's own merit a question is one of the best ways to begin a relationship with a new customer. Questions early on show interest and allow you to gather information. However, at the beginning of getting to know someone, you want to use what I call high fat questions. High fat questions will usually get more than a one word response from someone. This question, "How would you like to buy one?" is headed for either a "sure," or more likely "no" answer. Now a follow on question, "But, why?" is high fat. Sure, you could answer it with one word like, "because." More likely you will begin to explain why you are not interested or say what you are really doing is just browsing. Try using "How come?" in place of "why;" it does the same to inquire in a less heated way.

Questions give the asker power. You can better control the direction of the conversation. Regardless of how a customer responds to a question you gather relevant information when you listen. This merchant is going to help one of us buy.

BE PERSISTENT

As a salesperson masters the art of questions, it's easier for that steadfastness of purpose you need to help the customer buy. When you ask questions, you nurture persistence. It becomes pleasing to discover more about your customer.

Most salespeople give up way too soon. Brian Tracy, master sales trainer, states a statistic that 80% of salespeople quit just at the time when most of the sales are made. Consider persistence a necessity. You can't drive a nail into a block of wood with one try can you? Sometimes it takes more than one try to have your message take hold.

If you sense your prospect feels pressure or keeps coming up with excuses, then tone things down. But at least, either state or agree on the next step, even if it means then the customer says no. Put energy into finding out what your customer needs and presenting what you have in a way it will satisfy those needs. One merchant knows that my son is going to buy a Turkish drum and he keeps helping him to decide which one.

PEOPLE BUY ON EMOTION

Get the customer involved. By engaging your customer you get to the emotion of how a product or service will make them feel. Their face shows it; their voice lets you hear it. At a more subtle level, even their breathing lets you know they are a buyer. The merchants in the Grand Bazaar of Turkey wisely and easily do this. Not only are you intrigued by their fondling of some products, you want to feel the silk as well. Between your fingers, on your face, you love the luxurious softness. People don't buy a car because of logic. They buy it because it makes they'll look prestigious driving in it. Or they love the sound of the stereo. Or they love the way the leather feels. Create situations so your customer can feel the emotion of wanting want you have. After tapping several different size drums my son begins to negotiate for the best price on the drum he's decided on. His emotion helps him to want to take this memory home with him.

Whether you sell shoes or insurance, whether your products are tangible or intangible, and no matter if what you sell takes a minute or a year, its questions, persistence and getting the customer involved that move sales results from fiction to fact.


Copyright© Patricia Weber, http://www.prostrategies.com.

Pat Weber is a coach, certified telelcass leader, and corporate trainer. With her incisive, effective communication skills, her services can help you to accelerate professional and personal results you want, by helping you increase your choices and build your self-confidence. With personal coaching, a teleclass, an online email course or on-site workshop, get what you want, more easily and more often. Visit her website at http://www.prostrategies.com. Contact her for a free coaching session.

---

A Simple Sales Strategy: Talk to Yourself!

You are about to speak to a potential client, go... Read More

Sales Language: Whats Wrong with But?

Language is one of the most important tools you have... Read More

Selling White Space

Almost all Internet Marketers have a basic idea of what... Read More

Bite Your Tongue

Most people don't realize how powerful a negotiating tool silence... Read More

Seven Keys To Closing More Sales During The Second Half Of 2006

It's not too early to start planning for the sales... Read More

Prospecting: Not A Wild Goose Chase... Its A HUNT

Prospecting for future customers can be fun if you approach... Read More

How Salespeople Can Create Immediate Believability And Credibility

It pays to be specific. I believe that statement is... Read More

The Top Five Traits of a Successful Salesperson

If you're looking for a successful salesperson to hire, a... Read More

Date Your Customer!

Yes, you heard me right; I said "Date your clients!"... Read More

The Multiplying Factor In Sales Success

Mark has an attitude! Mark had worked in an operational... Read More

Catapult Your Business?How to Get Customers to Chase You Instead of the Other Way Around

I was thinking about the statement:The Small Business Administration tells... Read More

Get Tough

You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More

Increasing Your Sales FASTER -- Dealing with Ill Think It Over.

Do you frequently hear that from a prospect?"I'll Think It... Read More

Assumptions ? The Hidden Sales Killer

Assumptions can kill a sale. In my sales training workshops,... Read More

Unlocking the Myth of Hypnotic Communication

Unquestionably when the word hypnosis pops-up in a conversation or... Read More

Closing the Sale - It Doesnt Have To Be Uncomfortable

"The Close" is sales jargon for the bit where you... Read More

A Revolutionary NEW Dimension in Sales

A Revolutionary 'NEW' Dimension In Sales: Make many more closings... Read More

Resistance Training for Sales People

What was the quickest rejection you ever got? 2 minutes... Read More

The Changing Role of the Sales Consultant

"Leadership rests not only on outstanding ability. It also rests... Read More

Your Sales Process Isnt

A lot of energy is expended within selling organizations as... Read More

How Do You Use Your Sales Commissions?

What do you do when you have a big sales... Read More

Psychology of Converting a Prospect to Money

If you want a truly successful business, you need to... Read More

Simple Technique for Isolating Objections

To isolate any objection quickly you can use this effective... Read More

The Power of Confidence

My experience has taught me that people want to buy... Read More

Follow-Up Marketing: How to Win More Sales with Less Effort

A study done by the Association of Sales Executives revealed... Read More

Leverage Avoidance Values for Irresistible Selling

What are values? Values are filters that everyone uses to... Read More

You CAN Be a Great Salesperson!

When you are in sales, you have the choice to... Read More

The Road to Pendingville is Paved with Good Intentions

If you've been in sales for any length of time,... Read More

Anticipating the Audiences Reaction

Obviously, you can not know all of the things that... Read More

Increase Sales - Overcoming Barriers

Ever thought to yourself, "If only my team members would... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

Positioning for Profits!

Last Friday, I was spending one last day of freedom... Read More

Sales Trap - We Love to Talk, But Need to Listen

My research has clearly shown that, when it comes to... Read More