Tips on selling

If you are having difficulty stepping into a sales role, then start by thinking of selling as a simple step-by-step process. The first step involves establishing rapport with a customer and the second step is establishing a need. This is followed by presenting the product to match the customer's need. You can then negotiate with the customer and answer any questions they have. Finally you close the sale. Here are some tips to help you get through the selling process successfully.

1. Make an effort to be on the same wavelength
Are you doing all you can to get on with the customer and come across as friendly and approachable, or are you just expecting them to get on with you?

2. Show interest in the customer's needs
Put yourself in the customer's shoes and be interested in what they have to say. Ask what they want, as opposed to just showing what you have to offer. Then when you have heard their answer you can tailor your offer to sound like what they want.

3. Have faith in your ability
Some people believe that they are not natural salespeople. However, look at it this way: if you have a job you have managed to sell yourself to the company, or if you are in a relationship you have sold your attributes to your partner.

4. Be organised and professional
Some companies employ people as buyers and these people will be used to dealing with salespeople. Therefore, you need to make yourself stand out and ensure you are as professional as possible. Make sure you plan for the meeting, know what you are offering, and have confidence in the outcome.

5. Think positive
If you get invited by a customer to present your product, you can safely assume that they have already imagined using your product. Use this thought to help boost your confidence and make your presentation more meaningful.

6. Manage your time effectively Plan your working day, including the time of your phone calls and meetings. Telephone people in the morning to allow them time to call you back if they are out or have any questions. Try to cut down on travel by planning meetings in your area or several meetings in one area.

7. Remember important details
Try to remember names and other important facts. Write them down if you can. It is easier to remember things by association, so try linking names to objects. Funny associations are more likely to be remembered.

8. Remember to close the sale
Many people leave a sales meeting without closing the sale because they forgot or were afraid to or didn't know when to close the sale.

9. Try again later

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