Sales is the basis for every business and without it, a business becomes redundant. The sole reason for opening and running a business aside from providing value is to make money and money in business is made by selling products or services to customers that find value in what is being offered.
To improve sales and lure buyers to your net, as a salesman or saleswoman there should be some tricks under your sleeves that you employ to win the hearts of customers, show loyalty and showcase the value they’ll be missing out if they don’t buy what you are offering.
Find below 11 popular techniques you can use to make sales in your business and to convince your customers that they are making the right choice.
Hard Bargain
If your client bargains or they are implying they would have purchased except for some price point difference or requests a discount or more features or freebies, seize this momentarily indecision with a decision to meet their request. Your answering statement may go along the lines of? “If I can do that, will you buy/sign today?” This technique works well, but ensure that in a bid to make a sale, you are not at a loss. Although your profit might not be as you originally planned, you have to be willing to take the bargain and win the client. Such compromises will also endear you in some way in the mind of your client, just ensure you are offering good value.
Ask for It
This technique is just as the name implies. There is no need to run around in circles or beat the bush, you go in straight with the cutlass to cut. Here, you simply ask your client if they are ready to purchase at that moment. This technique is blunt and might be risky. If the client is not ready to purchase, you’ll simply lose the sale.
Process of Elimination
This is a step-by-step follow-up of everything your client might have said in your interaction. You make them see the reasons as to why making a purchase is a good idea buy eliminating doubts counteracting complaints with solutions and previewing questions with solid answers. Mentally walk your clients through the road of their decision eliminating bumps or roadblocks. For example, your sales pitch might sound like, “The product meets your need, the price is within your budget and we can meet your deadline”.
Assumptive
This is a rather bold technique you can use to close a sale although it is quite manipulative, it works. When you notice a client is showing interest in your product or service, based on positive thinking, assume that they are ready to buy. You can make follow-up statements like, “Your choice to go for this model is awesome. When do you want it delivered to you?”
Now or Never
The now-or-never technique creates urgency and signals to the client that they need to act immediately or they’ll miss out on a grand opportunity. With this technique, you can employ freebies, promos, discounts and sales to lure your clients into purchasing decisions. Read more about promos and freebies here.
Either – Or
This is also a striking technique to waylay your client into the decision to buy. Present only options that will subconsciously nudge them towards buying, only options that work in your favour. It works well when you sense a momentary indecision in your client, then you can present them with your options. For example, “Do you want to pay a deposit first or finance the full purchase?”
Question
For this technique, ask your client the type of questions you would ask someone who has already agreed to buy. You are tactically eliciting objections and moving straight to a deal. Any questions ready-to-buy clients might have for you, reframe them and ask your client. For instance, a client ready to buy may ask you if you have that product in other colours. When convincing your new client, you can use the Question technique by asking “Would you like to see the other colours you can choose from?” For a service-based business, you can go ahead and ask questions along the lines of “Do you prefer home service or you’d rather walk into our store?”, another great example is “Are there any reasons we can’t sign a deal today?” I love this technique so much. It subconsciously helps the clients remove any brain hassle they might have with what to ask and also it gives you the reins of the horse to nudge it in whatever direction you choose. Use this technique smoothly and it surely delivers.
If – Then
Marketing and sales don’t usually go smoothly and there are bound to be some hiccups on the way and that is why this technique is great for the ifs that may arise. When you sense your client wants to make a purchase but they are hinting at a hindrance or obstacle that may delay or stop their purchase, quickly step in offering to clear away these obstacles (to the best of your ability and against your detriment) to make it easier for them to just purchase. For instance, if your client is willing to buy but complains of the colours not meeting what he needs, you can step in quickly by asking, “If I make it in the colour you desire, then will you be willing to buy?”
Lost Puppy
For this technique, you are a damsel in distress, you are a lost whining puppy. Win sympathy from the buyer by apologizing, stating various plights, discussing how the economy is not so favourable and yet you’ve maintained that price point. This technique should be used sparingly or else you risk giving your business the image of a charity. It is a technique reserved for extreme measures. You can also employ this technique when your product or service doesn’t meet the buyer’s expectations or there is a fault or damage in it. For instance, “ I am very sorry for the inconvenience”, and “ I apologize for not doing my job well”.
Take Aways
I refer to this as a game between you and your client. If your client is willing to make a purchase but has strife with the price, agree to take away a price or special feature, and reduce the price. This technique may bring about one of two results. Your client may agree to the takeaway and then proceed to buy at the new price you have given them, or they would cringe at the idea of losing the feature you want to take away and instead pay the full price to get the whole package. Granted clients usually don’t want to lose anything, the second result is more likely to happen. For instance, Assuming a nail technician tells her client the full cost of a pedicure and is met with objections from her client, she can then proceed to inform the client that she can do the job without drying out the new nail set with the UV light lamp. The client has the option to consider sitting for hours till her nails are dried which implies that she can’t freely use her hands and might risk her new nail set getting smudged, or she could pay the full fee, get her nails dried in minutes and be walking out the door clicking her fingers showcasing her new set. This technique is really smart if you employ it correctly.
Level with Me
Not all potential clients will convert to buying clients, or at least not just yet. After employing one or more of the above techniques, there may still be some adamant buyers. With this final technique, you stand a chance of levelling with a hesitant buyer. I refer to it as the blank cheque strategy. Ask the client to level with you, show you the reason or explain to you if you have failed to highlight how this product will help them and that it is a good move. When you ask this question, pause and wait for a response. I recommend using the level-with-me technique with direct eye contact with your client. This tells them that your question is not rhetorical and you are awaiting a response. When the reply comes, you have to be smart and sharp as to what to say next to further convince your client. Pulling out your salesperson hat, one of the above techniques should help you manoeuvre your client’s response into a sale.
No one technique stands alone. You may have to employ more than two or three when talking to a client and sometimes only one may hit the jackpot, hence it is important to have these techniques in your toolbox.
That being said, remember not all prospects convert into sales. Understand that there are thousands and millions of potential buyers for you to reach and market to. As a rule, shun desperation when chasing a client. Any whiff of desperation and the client shuns you all together. With practice and time, these techniques become part of your sales strategies and you’d naturally flow with them.
Planet Zaiy 