I find that there can be anxiety around the sales process. I have heard people say that they don’t like to sell because they don’t want to be pushy, or that if someone wants to buy something, they will ask for it. Though really sales is, many times, giving people the reasons to do something that they already want to do.
Many people who come into your business, want to buy, but they are waiting for you to give them the reasons why they should buy. If you don’t give them those reasons, they will leave without the sale, or worse – buy from the next business because the person behind the competitor counter asked them to.
If you enjoy the interaction with customers but have a few qualms about selling, here are a few things to think about.
Do you have customers who you relate to on an emotional level? It could be something as simple as you are enjoying talking to them and they seem to be enjoying talking to you. Once people are connected to you, they are more likely to buy something from you. And because you have been listening to what they have to say, you will know which products will appeal to them the most.
Use the way you speak to let your customers know that you’re interested in them. Instead of giving them your opinions such as, “Let me tell you about…” use the word you more often, for example, “You’ll find this wine is similar to the wines you said you liked.”
It’s about being more aware of your customers and what they are thinking and feeling. Once you get into the habit of putting your attention onto the customers instead of the products, you will sell more.
A tip of the glass from me to you!