Have you ever felt like your sales pitches are coming off as pushy and annoying? If so, this blog post is for you. You will learn 5 tips on how to sell without being pushy. These tips come from a recent study done by the University of California in Berkeley.
When I started my sales career, no one ever taught me the “right” way to sell. My manager just said, “Go out and make some calls.” For months on end, I struggled — until I discovered what really works.
What worked for me was learning from experienced mentors. They helped me refine my approach — an approach that you can benefit from as well.
What’s the best way to learn how to sell? It’s not as easy as you might think. To sell successfully, one needs to know what it takes to be a good salesperson. Selling takes more than just sharing a product or service with others. Good salespeople interact well with their customers and try to understand them so they can address their concerns in an appropriate fashion. The following tips will help you become a successful salesperson by learning about different selling techniques and customer psychology:
1.) A great starting point for learning how to sell is listening . Listening helps you find out exactly what your customers expect from you, so that you have something tangible to talk about during your conversation with them. It also helps you figure out what might be causing them to hesitate in buying your product or service. For example, if someone is on the fence about buying a car, they might worry that it’s going to break down soon after purchase and that getting it serviced will be expensive. By asking probing questions such as “What are you planning to use this car for?” and “How much money do you have budgeted for repairs?”, you can discover this concern and then address it with an explanation of how well-made your cars are, followed by a brief discussion of low repair costs. You may need to talk about maintenance procedures before closing the deal — but that’s okay!
Talking too much without listening is considered a bad sales technique; avoid doing this.
2.) A good way to learn how to sell is practicing your sales pitch on family and friends . This will help you get over your nervousness about talking to strangers before you make a sale. It’s important that you seem casual and friendly, rather than anxious and desperate for the sale — this will turn potential customers off. You can practice asking probing questions effectively and answering objections as well. When it comes down to asking the customer for payment, try asking if they need time to think about it rather than just demanding payment on the spot; most people don’t like being forced into a decision when buying big-ticket items such as cars and houses. If someone doesn’t want something or isn’t in your service, remain friendly and courteous — don’t argue, as it will only make you look desperate and unprofessional.
3.) Good selling techniques ensure that your customers come back . You should always display samples of your work on your table or desk. For example, if you’re trying to sell hand-crafted pottery, be sure to place a few pieces out for customers to see before they commit to buying any. This will demonstrate that you are proud of what you do and have faith in your product’s quality; this can help the customer feel good about choosing something from your inventory. In addition, try asking them their name and writing it on the piece they buy so that they might remember where they bought it from when someone asks them about their new purchase.
4.) A good way to learn how to sell is being aware of the psychology behind selling . In addition to knowing what appeals to your customers, you should also know which objections they might have. Strong salespeople try to anticipate these before they talk with someone so that they can answer potential complaints about their product and ease any worries. For example, if someone seems hesitant about buying a big-ticket item like a car, one objection might be that it’s too expensive; this could lead the customer to want a personalized discount or payment plan in order to feel secure with the purchase. By anticipating and answering these objections before starting a conversation, you’ll appear more knowledgeable than other sales people and keep the customer from stalling.
5.) In addition to learning how to sell, you should understand the do’s and don’ts of selling. For example, if a customer is interested in buying your product but wants it for a special occasion coming up soon, try not to pressure them into making an immediate decision. In fact, they probably want some time to think about it — so let them! If they truly like what you’re offering, then this will ensure that you get their business later on down the road. Also be careful not to oversell; by refusing to acknowledge potential complaints or objections and trying instead to keep talking until someone buys something, you could end up alienating would-be customers who wanted a better deal from you.
No matter what, just stay positive. You can do it!