Things the top 1 sales reps do differently
What sets you apart from the crowd is what you do differently. If you leave a lasting impression in the minds of your clients, you would be sure to be their first point of call for the products subsequently.
To understand the client and get the best service across, imagine you as the client. What would make you want to refer a sales rep to another person? If you can answer this question, you have the answers. However, some points would be given below.
Understand the Product
It is highly important to know what you are selling. Without knowing what you are selling, it would be very hard to convince another of what you have. Thus, if you are selling a smart phone, how well do you understand the features and the benefits of that cell phone? Can you operate it perfectly? The buyer needs to derive confidence in the product and this must be seen in the seller.
Understand the Market
What is the demand for what you are selling? Is the demand high or low? Is it that the demand is low because the publicity is low? How well would the product solve the problems of the average customer? Is the market for the product one that buys luxury, if what you sell is luxury? These are questions you must answer. You should know how well the demand for the product and how you can increase the interest of customers in the product.
Paint Clearly to the Client the Benefit of the Product
Consumers want to know the special thing they hope to gain from the product you are selling. Thus, you have to emphasize their point of satisfaction and let them know the solution the problem would be solving.
Offer Installation Services when Necessary
You need to offer certain services to your customers. This is not because they paid for it but because you want to grow a dedicated customer base. Michael Dell was selling computer products as a salesman. He was always offering services to buyers for free. You need to understand that by doing that for free, and not even for a tip, you are creating an impression and it would be very easy for them to refer you to friends and neighbors.
Always Call Back after a Sale
It is not out of place to check on a customer to find out how they are finding the product and which after sales service you can provide. With this, you can get feedback and strike a difference to a number of sales persons out there.
Understand Payment Options
You need to understand payment options and be flexible with them. You may have to take some risks but you are doing them with a goal of getting business done. If a customer promises to pay back at the end of the month because of an anticipated paycheck, you may try to extend the credit. More, you could do installments with payments.