HOW TO SELL? — LEARN HOW TO SELL YOUR PRODUCT OR SERVICE

In simple terms, effective sales techniques blend with "talking to the right people and listening attentively to find out what they want to buy".

The most successful organizations are those that take strategic marketing seriously and strive very hard to have competitive edge or advantage.

Marketing business is all about purchasing goods from the manufacturer and making them available to customers.

Knowing how to sell is a vital ingredient for marketing success. It is important to learn how to negotiate more effectively so that the product will be sold above cost price.

KNOWING HOW TO SELL?

​Focusing on the customer: A successful sales process start by looking at the customer and knowing what they want, rather than just introducing to them immediately what you are trying to sell. This allows you to tailor the way you present your product or service to match each customer's individual requirements.

​Dealing with Objections: Good sales skills include anticipating and dealing with any reasons the customer may choose not to buy. Your selling techniques should include the ability to see when the customer is ready to buy, and the right selling technique for closing sales.

Selling techniques often focus exclusively on winning sales. But knowing how to negotiate the right terms is important too.

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Like the earlier parts of selling, negotiation should start with understanding the customer. What makes them tick? What would make them curious about buying? What is the problem that they are trying to solve through buying from you? And how much value do they attach to that?

The good news is that most customers are far more interested in talking about themselves than on hearing about you and your product, so use this human trait to your advantage.

But you should also be clear about your own position.

​What would be an acceptable compromise for you to close the sale?

​How important strategically would the sale be?

​And what would make it a bad deal for you and be at the point of no return?

If your customer believes that you are working with their interests at hearts as well as your own, they are more likely to be more honest about what they view as their alternatives. And this in turn allows you to do the same that is, making a more positive environment to do good business.

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Successful negotiation results in a coming together between buyer and seller, ideally, both you and your customer should have a sense of achievement as you shake hands on the deal.

Reference:

Gbenga Babalola, 2014, Essential Marketing, Tonad Publishers Limited.