To Sell Or Not To Sell?

If there were an official set of commandments for any salesperson to follow, “Know thy business,” would be towards the top of the list.  Unfortunately there are thousands of salespeople out there who really don’t have a clue who their business is, or what it really has to offer.  There is a difference between knowing what you are selling and understanding it. Here are a few things to consider before trying to sell anything.

What does your product/service mean to the customer? – Not just what it does, but what does it mean to them?  It may mean that their new TV gives them a reason to host more get-togethers with their friends, or the new steam mop will save some time and effort once soccer season starts.  Figure out more than how your customer can use your product or service.

What other problems can your product/service solve for the customer? – Think big picture here.  There is always the obvious use and problem that is solved but you have to be able to see past that.  Try to think in terms of the butterfly effect.  One little convenience right now might set off a chain of events that will make something a lot easier further down the road.

What exactly is the customer getting? – Don’t ever over promise your sale.  Make sure you are specific and that the customer understands what they are getting out of the deal.  You can create a brand advocate and lover by delivering more than you promise or you can make an enemy by delivering less.  The thing is, most of your customers will listen to another customer before they listen to you.  This puts a lot of responsibility on your sales people, so train them well.

What sales tips do you have?  Share them with us here or on Facebook and Twitter.