Don’t depend on creativity
Creativity is a great virtue, but great salespeople generally rely on it very little. You are much more effective when you have everything planned out: possible customer questions, objections, product or service features. If you want to sell more, you must rely on good planning for unfortunate improvisations or situations that are difficult to handle.
Don’t talk too much
Turn the sales process into a pleasant interaction, don’t spend all your time explaining things as if in a school presentation. Involve your customer, show interest in what he/she thinks and think about how you can help. Sales processes involving greater interaction are much more likely to be successful.
Seek ways around any objections
And what do you think would be a fair price? Why don’t you try it? If we find a way to solve (objection/problem), would you want to sign the contract with us?
Asking customers helps us both solve a potential problem and speed up the sales process.
Close the sale well
The pinnacle of the sales process is the moment when the customer pulls out a pen and signs the contract or pulls out a wallet and pays us. It is essential to work on sales closing skills. Phrases like: “Perfect: you can sign right now,” or “I think it will be an excellent purchase, stop by and we’ll close the deal,” usually work because they are direct and make the customer associate the sale with an idea of “moving forward.”
