One thing you don’t want to be these days is an “average anything,” especially a salesperson. If average is good enough for you, then don’t bother finishing this article. If you plan on making money and building your customer base, you will have to be better than the rest. Competition is fierce out there; if you want to stand out, you will have to go above and beyond. Twenty years ago you could make a living being average. There wasn’t much competition or many products. These days the marketplace is overwhelmed with both. There are more than 10 ways but here are what I consider the most important ones:
1. You don’t have to be an extrovert to be a great salespeople. You’ve probably heard that extroverts make the best salespeople. Of course it’s not true, not everyone want to have a ‘motor mouth’ in their face. The best salespeople know how to go from extrovert to introvert depending on the customer’s style.The key is to be flexible. Check out this article by Erica Anderson in Forbes Magazine.
2.Stop making excuses for not making sales. Stop blaming it on the weather, the way the customer looked or the time of day. Go back to your sales pitch and determine where you think you went wrong. Hold yourself accountable and always have a ‘can do’ attitude for every customer.
3.Don’t treat your customers like they’re a commodity. You may think a customer that spends a small amount isn’t important. Not every sales will be a tremendous one but it doesn’t mean your customer doesn’t have friends with money!
4.Build more than ‘customers for life.‘ Build ‘raving fans’ and customers that will sing your praises to all of their friends. Treat every customer as of they are special. They are the lifeblood to your success.
5.When there are no customers, follow up on old ones. Call up your sold customers and ask how they’re doing. I often hear, ‘I’m not going to call them, what if something is wrong?’ Don’t you want to be the first one to know if there’s a problem or do you want everyone on their block to know?
6.Know where you stand at the end of the day. Why wait to the end of the week to know where you stand? If you pay attention daily you will know how much harder you have to work the next day to meet your goals.
7.Find as many role models as you can. Watch the rest of the team, pay close attention to the top closer. Look for the nuances and little things they do that build good customer relationships. Often times it’s something simple like a touch on the customer’s arm.
8.Think about sales when your not in your store. I have a friend that says he’s on duty 24/7. He is always looking for new customers; whether it’s in the elevator or watching his kid play soccer. To him, everyone is a potential customer. He often gets their names and email address and sends them a ‘nice to meet you’ note.
9.Service your customers to death. Not sure what to do, check out the ‘high end’ businesses in your area and see what techniques you can steal. There’s no sense in reinventing the wheel! Know your store policies and if you can, take them one step further.
10.THE SALE ISN’T OVER UNTIL THE CUSTOMER GIVES YOU A TESTIMONIAL. I have a friend who insists that his salespeople get testimonial. He considers this the most important part of the sale. It’s not always easy, not all customers are tech savvy. If the customer isn’t comfortable going online and writing one, ask them to write it on a piece of paper and you post it!
Does your team need so ‘personalized training’ to get better at their job? Lisbeth is available for ‘customized training’ for your team. If your looking for short videos from Lisbeth at Mohawk University, “Customer Experience Sold.” https://mohawktoday.com/mohawku/online-courses/customer-experience-sold for in-store training, check out these https://mohawk.wistia.com/medias/1zg0xg8kie