Just because your business is based in your home that doesn't mean you can afford to ignore the most important element of your success: sales. The bottom line is that your sales ability will make or break your business's future. Chances are, however, that unless you have a background in sales, you lack the helpful training which will give you a competitive advantage.
The key to closing the sale quicker and easier than you ever imagined is to understand your customers. Below you will find some advice that will help you get to know them a little better.
Who They Are
Not all that long ago, customers were all pretty much the same. Most were males over thirty with steady jobs and families to support. Generally, most salespeople fell into a similar demographic. For that reason, buyers felt comfortable with sellers and typically trusted their guidance wholeheartedly.
Things have definitely changed dramatically in the last several decades. Even if you ignore the role of technology in sales, there are still enough changes from that old sales model described above to require a significant shift in attitude.
For one, men are no longer the only ones doing the buying. As you probably already know, women are out there spending their hard earned money and making important decisions about their family's budgets. Unfortunately, many of these women still feel treated as inferior or "stupid" by salespeople.
Another issue that has changed is the age of buyers. Today, many young people have enough disposable income to purchase nearly anything their hearts' desire, especially if they don't have the added responsibilities of excessive debt and dependents.
However, younger buyers also feel that they are not taken seriously by sellers. You can gain an advantage with these buyers by catering to their specific needs and by treating them with respect. It's not hard to do, but it will definitely make a difference.
If you do most of your business over the Internet, you might even want to stress that it provides a more equal playing ground for buyers of all genders and ages.
One last critical point is that buyers, regardless of their age or gender, are more informed and more knowledgeable about the products they buy and most simply won't take your word for the benefits of your product.
To make the sale, you'll need to show instead of just telling why your product is a worthy investment. Use statistics and testimonials to support your claims. Allow users to have free trials or demonstrations before they make up their minds. When they are convinced that you are being honest with them, that's when they will trust you with their money.
What They Want
Each customer is an individual who will react to the sales situation in different ways, but essentially all of them will fall into one of four categories: decisive, inquisitive, rational, and expressive. Knowing each customer's behavior style will let you know how to effectively meet their needs and finalize their transaction.
Decisive customers are typically more forceful and assertive. They know exactly what they want and don't want to waste time getting it. If you appear knowledgeable and professional and stay focused on meeting their needs, you will win their business.
Inquisitive customers are full of questions and want just the facts. They are incredibly formal and come off as distant which may discourage some salespeople. You can win their good favor by being honest about the pros and cons of your product. Also, never pressure them into making a decision. If you wait patiently, your efforts will be rewarded.
Rational customers are the easiest to work with. They ask questions, avoid conflict, and seem relaxed. They are friendly but no overly so, but don't try to put one over on them or they'll spot it right away. To succeed, stress guarantees, encourage them to get a second opinion, and present everything logically.
Finally, expressive customers are the ones you'll always remember. They are full of enthusiasm, very animated, and always upbeat. Unfortunately, they are not concerned with time and will delay making a decision for as long as possible. To win them, focus on telling your own stories about the product instead of just the facts. You'll also need to keep encouraging them to make a decision or they may never reach one.
If you don't have much interpersonal interaction with your customers, you still need to understand these four behavior types. For one, your sales writing will need to captivate all of them in order to turn them into customers. If you leave out a mention of a money back guarantee, for example, you may have a hard time convincing those rational buyers to spend their cash.
The bottom line is that all customers, regardless of their demographics or behavior style, want two things: quality and quantity. If you can convince them that you offer both, then you have closed the sale.
Vishal P. Rao is the owner of: http://www.work-at-home-forum.com/ An online community of people who work at home.
![]() |
|
![]() |
|
![]() |
|
![]() |
Want to increase sales within your company? It's not as... Read More
1. Be on time. In fact, arrive a few minutes... Read More
If you knew a few sure fire ideas that have... Read More
"I need more clients!" wails Steve, a 32 year old... Read More
Why are some sales pitches more persuasive than others? Are... Read More
When I researched the field of using personality inventories to... Read More
"You don't love your kids if you don't buy my... Read More
What to do when you win or lose.You have given... Read More
Trade shows are so obvious. You go. You hand out... Read More
Some people say we live in the Information Age.I call... Read More
One of the best ways to increase your sales and... Read More
In my business, it has been an interesting and very... Read More
From a customer's perception, it's easy for a salesperson to... Read More
An area many businesses fail to recognise as a way... Read More
You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More
To isolate any objection quickly you can use this effective... Read More
A study done by the Association of Sales Executives revealed... Read More
Most people don't realize how powerful a negotiating tool silence... Read More
When Thomas Edison's light bulb finally burned for 45 straight... Read More
I worked for years as a mortgage loan officer. During... Read More
Mortgage leads are like a box of chocolates, you never... Read More
Think about it. If only it was as easy as... Read More
What is it with appraisals? In September and October there... Read More
Many home business owners lament they don't have enough cash... Read More
Facilitating the buying process can be very straightforward and fairly... Read More
Look at your marketing material. Now, is there something missing?... Read More
Here is a question I recently received from a young... Read More
Just because we receive a referral, it doesn't mean that... Read More
Sooner or later, we all backslide into old ways of... Read More
Increase your sales-in five minutes. This article is the third... Read More
You are about to speak to a potential client, go... Read More
One of the best projects to undertake as an online... Read More
Warren Buffet says that insurance is a commodity and price... Read More
As Financial Services Sales Professional you need to build trust... Read More
1. Sign-up to win web site awards. When you win,... Read More
Based on his most recent e-mail, "Everything looks good --... Read More
Suggestive selling is a powerful tool that can increase your... Read More
In the day-to-day operation of an online business we can... Read More
When I researched the field of using personality inventories to... Read More
In the last article, we looked at three emotions (besides... Read More
Have you ever been in the position where you are... Read More
Imagine this scenario. You are a sales representative for Baker... Read More
Almost all Internet Marketers have a basic idea of what... Read More
Imagine...you inquire about a product. The salesperson does everything right.... Read More
Every sales presentation should start with the approach, or introduction.... Read More
When selling a product to a consumer, one of the... Read More
PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST.... Read More
Customers will ask you a question and you'll proceed to... Read More
People are always looking for ways to close the sale.... Read More
In happens every year in June.Six months down and six... Read More
Would you like to multiply your web site sales? Or... Read More
Some people say we live in the Information Age.I call... Read More
We all make mistakes when selling our product or service.... Read More
Did you know that there are specific psychological triggers you... Read More
Bill Brooks of The Brooks Group wrote an article several... Read More
What does it take to be a WINNER during these... Read More
If you're looking for a successful salesperson to hire, a... Read More
From a customer's perception, it's easy for a salesperson to... Read More
It's a common question we come across everyday: why is... Read More
Many home business owners lament they don't have enough cash... Read More
Did you ever meet someone with whom you just clicked?... Read More
Why are some sales pitches more persuasive than others? Are... Read More
Better than offline promotion such as press releases, talks, or... Read More
Are you tired of excuses? Looking for a persuasion technique... Read More
The quickest way to increase sales is to make things... Read More
Prospect - "So now that I've told you what we... Read More
Sales Training |