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Sales & Selling Advice, Selling Tips for Your Small Business, The Sales Process

Tips for Sales Success: What Makes Someone Pull Out His Wallet?

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I have been in sales for about 12 years as of this posting (if you listen to the classic wisdom of Zig Ziglar, we’ve all actually been in sales since the day we were born). I have met and talked to thousands of people in face-to-face sales scenarios and over the phone while selling my products and services. I’ve learned a few things during that time about people and what makes someone start pulling out his wallet to buy what you’re selling.

Look Prospects in their Eyes

Most people trust a sales person who can look them straight in the eye. They say that the eyes are the gateway to the soul — looking someone directly in the eyes says that you have nothing to hide. It makes them more comfortable with buying from you. So if you have kind, trusting eyes don’t point them down at the table, a paper or in the air when you’re talking — use them to your advantage. Connect with your prospect by flashing a genuine smile and looking her straight in her eyes.

Confidence

This point kind of goes along with the last point about looking people in their eyes. If you want people to be inspired to buy from you, you have to exude confidence in everything that you do. You have to be direct and certain. If you’re not confident about yourself and the product that you’re selling, why should anyone buy it from you?

Telling a Story (Preferably Yours)

I can’t stress this point enough – if you really want someone to pull out his wallet and buy from you, you should have a story prepared to tell. I’m not saying that you should tell stories about your childhood and how Santa Claus didn’t get you what you wanted for Christmas. I’m talking about the story of what inspired you to start your small business and also stories (testimonials) about how your product or service has helped you and other people.

The Package Deal – Best Offer

All some people need to make the final decision to buy is to hear a special offer at the end of your pitch. When they’re right on the cusp of deciding whether to buy or not, thinking and scanning the product, offer them a package deal. For instance, if you’re selling an item for $10, you might offer 2 of the item for $15 — one for the buyer and one for his friend. Of course, you have to analyze your costs to determine if this would be a profitable sale. People feel good when they know they’ve gotten a good deal.

Use these tips for sales success the next time you find yourself in a face-to-face sales scenario selling your products or services. They could be the difference between “maybe next time” and “ok, I’ll take it!”



Starting up a small business, even if it's just on the side, is no longer an option -- it's a necessity. Why? Because everyone needs an additional source of income in our new economy. Click here to sign up for educational and motivational posts to keep you on track.

Zig Ziglar Quotes

Why People Buy…

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“People don’t buy for logical reasons. They buy for emotional reasons.”

– Zig Ziglar



Starting up a small business, even if it's just on the side, is no longer an option -- it's a necessity. Why? Because everyone needs an additional source of income in our new economy. Click here to sign up for educational and motivational posts to keep you on track.

Sales & Selling Advice

Sales Tips: Selling Products In Person

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Selling products in person at trade shows and special events can be intimidating at first, but with practice, effort and technique, anyone can become a top seller. Items that are often sold at these types of in-person events include:

–          clothes

–          electronics

–          books

–          jewelry

–          antiques

–          food

–          crafts and special creations

Use the following sales tips as a starting point for success when selling in face-to-face scenarios.

Use Your “Best Stuff” to Get Their Attention

One of the first senses that a potential customer will use when evaluating your product (with the exception of food maybe) is his sight. You must get the customer’s attention by first enticing him visually. The way you display the items is very important — make sure that the area is clean, tidy and well-organized. Put your best or most eye-catching stuff front and center on the table to force them to take a look, then you can present your other items as his interest grows.

Make It Easy for Them

Make it as easy as possible for a potential customer to find what he needs when he comes to your selling table. For instance, if you’re selling clothing at a fair or fashion show, separate your clothing into style, color and size order. This is also a way of showing that you take pride in your inventory, which makes it seem more valuable.

How to Greet a Potential Buyer

The way you greet your potential customer in a face-to-face selling situation is extremely important. A genuine greeting shows that you are polite and courteous. Start by first making direct eye contact and offering a warm smile. Say “Hello or Good Morning” — whichever fits the situation. Follow your greeting by simply asking, “Is there anything in particular you are looking for?” Give the potential customer time to respond. If the customer responds “yes” or “maybe,” then you know that you can further assist them. If his response is no, then smile and simply tell him, “Okay, just let me know if you need any assistance.” When you follow these simple tips you are making the buyer feel at ease to browse.

Be Willing to Negotiate – To an Extent

Negotiating can be a slippery slope and a bit intimidating, but with time and practice you can master this skill. Obviously, your goal is to make a sale but your ultimate objective is to make a profit for your business. In a negotiation, you have the upper hand because you are the only one who knows what you actually paid for the item. Use this information to determine the best price you would be able to offer on each of your items for sale. If you have a customer who is suggesting a price that undercuts your cost for an item, just remain calm and make a different offer, which may include throwing in another low-cost item for free. This shows the customer that you are willing to work with her and also that the item is valuable (worth having).

There’s one last bit of advice to add to this list of sales tips that you should always keep in mind when selling in face-to-face scenarios at special events, trade shows, flea markets and community fairs: treat everyone with respect, whether they buy or not. You never know if a non-buyer might one day become your biggest customer.

Sales & Selling Advice

3 Keys to Selling Success for a Small Business

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You’ve probably heard that the ability to sell to people is something that you either have or you don’t have—an innate talent. But in truth, it is something that you can learn through experience. You must learn how people think and make decisions. People who are successful at selling usually come to a sales transaction equipped with confidence, information and intuition.

Confidence

People are very perceptive and they can detect when you’re unsure of yourself. If you show that you are unsure of yourself, that might mean that you’re unsure of the product or service you’re selling as well. Avoid stumbling over your words, shuffling about or glancing around nervously. Look the potential customer directly in the eyes and tell him what you’re selling. Remember that you, as a person, reflect on the product you’re selling—in many cases a customer chooses you, not the product. So carry yourself with confidence whenever you are talking to a prospect. Practice pitching your product or service in the mirror or to a trusted friend who will give you constructive advice.

Information

If you master every feature of the product or service you’re selling, you increase your chances of converting sales. Customers are bound to have questions—every time you intelligently answer a customer’s question, you remove a potential barrier to making the sale. Also, once you identify the customer’s needs you can easily match them to the product’s features.

Also, when it comes to selling, people usually need to see it to believe it. Do a product demonstration if possible or offer a free trial of your service. Provide the potential customer with as many samples as they need to be convinced that what you are selling is great.

Intuition

Intuition is not something that is easily taught when it comes to sales, but it can come with experience. An expert salesman eventually comes to a place where he can predict how a potential prospect will respond to his product and pitch. He learns how to read faces, gestures, body language and comments from the potential customer to know what he should say or do to get the sale. If you don’t have this ability, ask a more experienced sales person to mentor you.

Of course these are not the only traits you need in order to become a successful sales person—having an awesome product or service is a large part of the formula. However, when you go in prepared with plenty of confidence, information and intuition you’re putting yourself in a good position to start pulling in some sales.