Issue Date: Sales Success Oct 15, 2007, Posted On: 10/15/2007
From the Customer's Viewpoint: The 10 laws of sales success
Follow these rules, and selling will become one of the easiest tasks you'll undertake.
A recent Gallup poll on the honesty and ethical conduct of business professionals found that car salespeople ranked at the bottom of the list. Did you know that it's not just car salespeople who have a bad reputation? More than 85 percent of customers have a negative view of all salespeople.
But it doesn't have to be that way.In fact, selling can be one of the most rewarding tasks you'll undertake as a business owner - but only if you follow these 10 tactics:
Keep your mouth shut and your ears open. This is crucial in the first few minutes of any sales interaction.
Sell with questions, not answers. Remember this: Nobody cares how great you are until they understand how great you think they are.
Pretend you're on a first date with your prospect. Get curious about them. Ask about the vehicle they already drive. Are they happy?Find out what they really want.
Speak to your prospect just as you speak to your family or friends.
Pay close attention to what your prospect isn't saying. Is your prospect rushed? Does he or she seem agitated or upset?
If you're asked a question, answer it briefly and then move on. Remember: This isn't about you; it's about whether you're right for them.
Only after you've correctly assessed the needs of your prospect do you mention anything about what cars you have available.
Refrain from delivering product seminar. Pick a handful of things you think could help with your prospect's particular situation, and tell him or her about it.
Ask the prospect if there are any barriers to them taking the next logical step.
Invite your prospect to take some kind of action. This principle obliterates the need for any "closing techniques" because the ball is placed on the prospect's court.