This tip can be found in the full article "How to Succeed in Sales," published in Printwear March. To ensure your access to full-length articles and insider tips, subscribe here.
Jennifer Cox, recognized influencer and leader, teaches business owners how to land the sale with these all-in sales strategies.
Strategy 1: Understanding the sales process means understanding the customer’s buying process. When you change your perspective, you can approach the sales conversation with the mindset of “buy my stuff,” or you can approach the conversation thinking “what is your need or problem, and which of my gazillion products will best solve it for you?” When you become partners in a solution, you are much more likely to hear from them again and again over the years.
Strategy 2: Affirm their decision to talk with you. As humans, we want to know that we selected the best product, bought it from the best place, and paid the best price. Let your customers know and see that you make the best products, with the samples that you present and with what you are wearing and carrying when you meet with them. Testimonials are also beneficial.
Strategy 3: Be agreeable. Customers ask questions. That is part of the buying process. They state objections and questions to get more information from you. When they ask something, agree with them and then provide your answer.
Strategy 4: Little yes’s lead to a sale. If you can get a few yes’s from your customer throughout the conversation, it increases your chances of getting the order at the end of the chat. In sales jargon, these are called micro-commitments. When the customer tells you what color product they want, confirm that by saying, “You prefer the navy blue, right?” Naturally, they will say yes.
Strategy 5: Give them the home field advantage. Every team knows that there is an incredible advantage to the home field. Offer to meet with customers at their home field: their business. Their comfort level when they are in their environment.
Strategy 6: What’s in it for me? What’s in it for me (WIIFM) has been around for as long as salespeople because it matters. Accept the fact that you have to make sure that the person you are working with is getting what they need out of the deal. Your customers have a problem to solve or need to fill. When you flip your thinking to understand their buying process to identifying and meeting their needs, the sales conversation shifts from “buy my stuff,” to “here’s how we can help you with that.”
Find more business and embroidery tips from Jennifer Cox here.