DiscountAdCoupons Don't Stop Selling
When your customer says, "Yes" and you've made the sale, DON'T STOP SELLING! At first this statement goes against what most salespeople are taught. Yes, it's true that once your customer says "Yes". you should stop selling THAT product or service and close THAT sale but remember, that the sales process is a multi-part performance for a competent sales professional. Gaining the customer's trust, providing answers to questions and objections, building customer confidence in both the product and the company providing the product or service, building value or demonstrating cost based analysis, matching features and benefits with the competition and justifying price are a few of the steps that lead to a successful sale. But when you've made your pitch and have been rewarded with a "Yes, I'll take it" as a result of all your hard work and competency, don't short change yourself by limiting the sale to the one item you have demonstrated or promoted.
When customers shift into their buying mode, you may be surprised by how much more they are willing to buy! If you are a "bricks and mortar" storefront, a customer in your store or office has taken time out of their busy day to visit you (online retailers are a different story, read the article titled "Training Online Buyers"). Nine times out of ten customers have done some research on the product or service you have to offer and your BASIC job as a sales professional is NOT TO MESS UP the basic sale. The ADVANCED portion of your sale is to present ADDITIONAL products or services to the willing buyer who has already committed to the BASIC purchase.This is the time to promote add-ons that make the product easier to use, accessories that enhance the product, carrying cases to protect your customer's new investment, service contracts to minimize downtime, extended warranties to limit future potential expenses, multiple year contracts to lower overall costs or whatever your particular business has to offer as an additional product or service.
Never assume the sale is complete until the customer makes it clear. While your customer is in their buying mode it is your responsibility to offer your customer everything you have available that will meet their needs, help solve their problems or improve their lives. So remember, when you get that first "Yes", Don't stop selling. |
