The sales game is a pretty tricky field. You are dealing with humans, which means you are dealing with emotions, hidden agendas, vanity, prejudices, ego and dignity.
Remind ourselves constantly that people do not like to be sold anything, however, they love to buy. Having said that, we need to present the sales pitch as such where the prospect needs to be the one seeking your product, instead of you selling the product to them.
Here are some of the guidelines that I personally use before I close any deal.
1. Know your buyer
Not just by name, you need to know if your customer is a buyer or a person who is seeking information on behalf of the buyer. In other words, you need to know if you are speaking to a decision maker. In any case that you are not, find out what information the person is looking for and pitch your sale accordingly.
Getting to know your prospect also requires a lot of listening. Listening is a skill. People like to talk, especially about themselves. When you are listening and getting to know the buyer, not only are you getting information that you need, you are also presenting yourself as someone who is attentive, and someone who cares about what the other person has to say. Start making the prospect feel comfortable and build the trust by asking the right questions!
3. Determine your buyer’s personality
Get to know your buyer’s character and personality. Knowing what personality you are dealing with makes it easier for you to work with. Study the colour personalities, find out what colour you are and determine what colour personality your prospect is and you may be able to adapt suitably. This could also avoid personality clash.
4. Positioning Yourself
Avoid hard selling. When you hard sell, you are in desperation for a sale and prospects can sense that. You need to be able to position yourself where you are the expert of the subject. Which means, when you pitch the sale to them, you are not there to sell, but to GUIDE and solve their problems. Know the difference. That means what you are doing is adding value FIRST before you close the deal.
5. Always Be Closing
Always assume that it is a sale. It doesn’t matter what objection comes from the prospect, you need to think like you are speaking to your next buyer. Ill give you an example. “I understand that this property is pricey, but next month when you have settled in here, you are going to come back to a comfortable home overlooking this amazing scenery. What a great way to a better, more peaceful life. That’s what you have always wanted right? Go ahead and sign here and here.”
Remember that you are in a people business. It is how you handle your prospect that will determine whether or not you can close the deal.