I’ve been working in sales for a good 7 years now, and I’ve picked up a few tricks here and there. Let’s keep this short and sweet, here’s a list of the tricks I’ve learned.
- Team Sell. If you aren’t alone the best thing you can do is pair up with someone and be their wing man/woman. Let one person lead the sale with their standard pitch, and if the customer isn’t buying it, that’s when you jump in and tell them about more benefits/features. When a person hears a pitch from only one person, they can be hesitant, but instinctively, if they hear it from two different people they are a lot more prone to buying in.
- Nod, use hand gestures, and emphasize things. When you put energy into your pitch, and really sell with your whole body rather than just your words, it shows confidence. Customers like confidence. Let me ask you this, if a salesperson isn’t confident in what they are selling, how can you be? This leads me to my next point.
- Be energetic! I’m honestly not the most energetic person in the morning. That’s why I’ve gotten in the habit of drinking a big cup of coffee right before my shift. This may not be for everyone, but for me, it gives the energy I need to be extremely enthusiastic.
- Know your stuff. The more you know about your product, the easier it will be to sell it. If you know the in’s and out’s of what you’re selling, it’s going to be a breeze to tell the customer all of the right information.
- Don’t oversell. One of the worst things you can do is tell the customer about every single little feature about what you’re selling. Hit the high points of it as big as you can, but don’t mention everything. This does two things. Firstly, it doesn’t overwhelm the customer, and second, it gives you sales fodder to push them to a yes if they are still on the fence.
- Use the materials given to you. If you are a car salesperson, let them sit in the car. If you have pamphlets, go over the bulletins in the pamphlet (much like a PowerPoint). Words can only do so much, but when a customer has a product in their hands, they will start to feel ownership of it.
- Believe in yourself. Like I said earlier, your confidence is what will sell things. Give yourself and teammates pep talks before shifts. Build each other up for success.
- Be competitive. Whether your on commission or not, friendly competition can do wonders for sales. Brag when you do well. Make bets to see who can reach certain sales goals. Do these things though lightly and friendly. as it will keep the environment fun.
These techniques have kept the store I run in the top 100(out of 4500) of the company since I’ve started working there. The biggest thing to remember is to have fun with it. Everyone has off-days so don’t beat yourself up if your numbers slip. Just keep trucking on and doing your thing and you’ll be at the top in no time.