The art of selling to a small business requires dedication, confidence, and patience. However, this doesn’t relate to the actual sell to be harder. It’s more about being prepared. You can substantially increase sales of your product or service by saying what you need told in seconds.
Step One
Give the price and close. After you told the customer what your product or service is all about, end your sales pitch by giving the price and asking for the sale. For instance, “Mr. den, this widget is selling in retail stores for $10. However, I can sell this to you at wholesale prices for $5. With this in mind, how many will your business need?” It’s always best to give a high and low price. This will show that you are selling something at a price that they can’t refuse.
Step Two
Listen to what the customer is saying. This step is crucial because not everybody will purchase after the first presentation. By listening to what the customer is saying, you can effectively answer what objection is holding the customer back from purchasing what you’re selling. The customer will tell you, in so many vocabularies, whether they like the product or service or not. However, not all rejections are so concrete. They may be busy or don’t have the funds at the present moment. You will just have to listen and respond properly.
Step Three
Push the product into the customer’s hands. This will create ownership. For example, a salesman at an auto dealerships will get you to test drive the car. The reason why they do this is because once you drive the car, you’ll want it. After telling the person your name and who you represent, either hand over the product or give them information they can look over as you create your presentation. A product or in turn in a customer’s hands is something tangible where they can see themselves actually using it.
Step Four
Target your market audience. This first step will require a bit of research on your part. By knowing your market, you won’t be advertising them something that they don’t need or can’t afford. For instance, if you be selling kitchen knives, then you don’t want to go within a post office to pitch them. It would be better to sell the knives to a restaurant that may need them or to a discount store that may stock knives.
Step Five
Come up to the person manning the front counter with confidence. In most businesses, the secretary is what telemarketers call a gatekeeper. In other words, this person is the one who screens all visitors and phone calls. If this person feels as despite the fact that you won’t be an asset to the company, then they are trained to reject them. Smile when you first open the door to the establishment. Speak with authority save for don’t sound too pushy. Ask for the person you need to talk to via their name instead of the owner of the business.
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