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.
![]() |
|
![]() |
|
![]() |
|
![]() |
I've been getting lots of email from my readers lately.... Read More
I have found that the best sales people are the... Read More
Keeping up with what words are in and out isn't... Read More
I would like you to begin thinking of mailboxes in... Read More
In our culture it is basically un-American for a prospective... Read More
I sit down and look at my notebook. Then, I... Read More
When making your living in the sales industry, and working... Read More
Your mission as a business owner is to develop a... Read More
I am writing this at the Philadelphia Airport on my... Read More
These are the top 7 safety tips that criminals don't... Read More
You could just send out your brochure to potential customers... Read More
I was thinking about the statement:The Small Business Administration tells... Read More
Yesterday I did a sales training program for a great... Read More
"You don't love your kids if you don't buy my... Read More
One of the biggest problems for many business owners is... Read More
I'm not a fan of "The Donald" and I had... Read More
What does it take to be a WINNER during these... Read More
Language is one of the most important tools you have... Read More
What was the quickest rejection you ever got? 2 minutes... Read More
There's more to what he does than meets the eyeWith... Read More
"There are three kinds of salespeople; those who make things... Read More
I am a big believer that great salespeople generally realize... Read More
One of the quickest ways to loose a sale is... Read More
I arrive with about 350 other guys. We smile at... Read More
Want to increase sales within your company? It's not as... Read More
Marketing and sales co-exist and work in tandem beautifully if... Read More
As a trainer, you will be able to see a... Read More
The "Three Cs" in building customer relationships are a key... Read More
Mortgage leads are like a box of chocolates, you never... Read More
People are always looking for ways to close the sale.... Read More
We've all had the unfortunate experience of being convinced by... Read More
From surveys and experience, we've noticed many setting excellent goals... Read More
The purpose of any business is to bring in customers,... Read More
Customers will ask you a question and you'll proceed to... Read More
Have you ever been in the position where you are... Read More
In the 1990's we lived on a farm in Iowa.... Read More
You've got yourself 10 seconds to HOOK your prospects or... Read More
Many of us in sales are taught to believe that... Read More
One of the questions I often get asked as a... Read More
You could just send out your brochure to potential customers... Read More
When five years ago I was faced with having to... Read More
There's more to what he does than meets the eyeWith... Read More
One essential criteria of being a successful salesperson is the... Read More
What do you do when you have a big sales... Read More
Just a few critical distinctions can supercharge your communication skills:1... Read More
It's a rainy afternoon on a typical mid week afternoon... Read More
From surveys and experience, we've noticed many setting excellent goals... Read More
7 Phrases You Can't Say in Sales (Because They Will... Read More
Performance and motivation are like chocolate & peanut butter; the... Read More
Have you ever wondered what type of saleswoman you are?... Read More
These are the top 7 safety tips that criminals don't... Read More
I'm constantly amazed how otherwise smart marketeers become deaf, dumb... Read More
When making your living in the sales industry, and working... Read More
1. Add a no-fee interactive game to your web site.... Read More
Cross-selling - the art of selling for non-salespeopleCross-selling is the... Read More
Each of us sells every single day. We are all... Read More
Do you want to sell more successfully using an honorable... Read More
In the day-to-day operation of an online business we can... Read More
"The Close" is sales jargon for the bit where you... Read More
When your company invests in sales training, what is the... Read More
This issue's topic on sales prospects comes in response to... Read More
I put together this little article because, although basic, we... Read More
1. Sign-up to win web site awards. When you win,... Read More
Wouldn't it be nice if there were an inexpensive method... Read More
1. Combine a product and service together in a package... Read More
For many individuals in business the hardest part is selling.... Read More
Sales Training |