Throughout my life as a young adult, I have worked for various organizations that required me to sell things. When I was a server at a Mom and Pop restaurant, for example, I was responsible for upselling by offering wine and desserts that could increase the customer’s total bill. Additionally, I have worked as an independent contractor with the sole responsibility of selling products like knives to people. Over the course of several years, I have realized that an individual’s ability to sell things to others is not rooted in anything magical or innate. Rather, it results from the implementation of a specific skill set. Here are two of such skills that you should utilize when attempting to sell stuff:
1. Make Eye Contact With The Customer.
One of the most challenging aspects of attempting to sell someone something is the dehumanization factor. In short, people who are being sold something often perceive themselves to be a consumer with purchasing power-rather than a human with thoughts and emotions-in the mind of the salesperson. Whether or not this is the case, it is your job as the salesperson to do all that you can to make sure your customer understands that you’re not merely after their money. Making eye contact increases the likelihood that they will believe you want to sell them a product that can somehow improve or enhance the quality of their life.
2. Know Your Product.
Several years ago when I sold Cutco knives, the salespeople who joined a new regional team learned all about the cutlery industry and why the products we would be selling were the best. To this day, I can remember random facts about the knives. For example, one advantage that Cutco knives have over other brands is that they are not wooden. (The challenge with a wooden knife is that it is very porous and can become a breeding ground for germs, thus making it an unsanitary utensil to use in the food preparation process.) When I gave presentations to people about the knives I sold, I was able to share this type of information with potential customers. Sharing this type of information is very important for several reasons, including the fact that you will often need to verbally justify the cost of the product you’re selling by explaining what type of features it has that make it worth the price you’re asking. In their own discussion of how to sell things, About.com notes that product knowledge assists in overcoming objections. To explain this concept further, writer Shari Waters argues that objections made by customers about the product can be negated with product knowledge. This is another benefit of having details about your product’s form and content in your head.
As indicated by the information listed above, there are at least two things that you as a salesperson can do to increase the likelihood that your potential customer makes a purchase. I definitely believe that implementing the strategies listed above can aid you as you sell your product. Good luck!