Do you need to be a natural born sales person to succeed?
There is a common misconception that selling is a natural skill which you are either born with or you are not. This could not be further from the truth. It is certainly a fact that some people seem to truly have a natural talent for sales, but offering involves a set of skills and sales techniques that are continually learned and revised, as customer habits change and the business world changes with it.
There are actually a number of basic sales techniques which have been around for a long time, and yet which many professional sales people do not seem to have grasped. One of these is that people buy what they want, not what they need. The decision to buy is triggered by desires and emotions, not by logic as the reasoning comes in later, to justify the purchase. So successful sales techniques will concentrate on emotional triggers rather than the features of the product you are providing them.
It’s true…people buy from people they like
Another is that customers obtain people they like, so it is essential to establish an empathy with the customer. In fact, sales techniques are basically about understanding the client, and getting the customer to say Yes. The Yes principle is very important. Ask an innocent question at the beginning, to which the customer is bound to answer Yes, and this really does get the client into the Yes frame of mind. For example, if you are selling a phone, you could ask if the customer thinks good communication is important. This is one of the most useful sales techniques. Above all, remember that the client will not like being sold to. Successful sales techniques ensure customers do not feel they are for sale to, but that it is they who are making the decision to buy.
In other words, it is becoming increasingly clear that successful sales techniques are more about focusing on the customer than concentrating on the sales rep. Businesses in Australia which have seen the most success in enhancing their profit margin have been concentrating on customer psychology and on getting inside the customer’s mind. At the very core of all your communication you desire to be able to know what is your customer’s desire for gain or their fear of loss. Those two elements alone will enable you to successfully structure your strategy to truly get into your customer’s brain.