How not to lose Knowing how to sell is essential to ensure the survival of your business. At the same time, we often see poor customer service. Why is this area still such a big source of errors, even though it is so important? How can salespeople avoid losing sales and understand consumer behavior, from laziness to rushing to complete a purchase?
The answers to both questions are in the same place: investment in training. Your professionals are trained in almost all areas of the company, such as recruiters and lawyers. The sales department is one of the few that does not have structured teachers. At the same time, it is the only source of income, making it one of the most important areas in which there are gaps.
Tips to avoid losing sales
1. Salespeople need training
More and more companies are complaining about how their products are being devalued in the eyes of customers: the so-called “commodification”. However, it is necessary to reflect on whether the reason for this devaluation is not the business owner database training of their own employees, who are unable to pass on the benefits of their products or services to consumers.
“We need to invest more in training sales professionals. This area is an important part of the company, and every salesperson needs to understand not only what they are selling, but also the market in which they operate. This is where the product or service is compared to the additional The only way to create a connection between values”.
See Sales Training: Which is the best and how to do it?
2. Don’t judge the customer
Another big mistake is to have a preconception about a customer when they walk through the door of your business. For example, thinking that a customer dressed simply doesn’t deserve your attention – after all, they probably don’t have a lot of money to spend in the store.
Not to mention that, depending on how strategic use of messages and inmails this attitude is, your company could end up with a bad image not only in this circle of despised consumers, but also on social media.
3. Build a relationship
Many salespeople are eager to close the sale on the spot, whether through online advertising or by contacting customers in-store. However, Carmona of Lead Lovers advises that the key to a successful sale is building a relationship with the customer.
“Get close to that person and provide content and value. This way you build a relationship of trust with them, making problem-solving more effective.”
Having an aggressive attitude, without considering long-term relationships, is what drives customers away from store associates. When a consumer responds with ‘he’s just watching’, it’s because the associate is not building empathy with the customer, invading the space of their shopping experience.
A good salesperson makes the customer not even realize that he is talking to them.
4. How not to lose sales by waiting for the customer to show up
Being too aggressive is a problem, and sg number versa: being a lazy salesperson can affect your negotiation. Be more dedicated: greet the customer as they arrive; introduce yourself and make yourself available; then approach them and ask questions.
5. Consider the customer’s preferences before yours
In retail, sales are very instantaneous. As a result, salespeople need to be skilled enough to quickly understand what customers want. The first step is to listen to the consumer before offering what is most important to the business.
For example, if you work in a toy store, you will ask the age of the customer and their budget. A fatal mistake is to steer your opinion towards which product is best, instead of finding a solution that fits the consumer’s needs.