In any sales position there are about a million ways you can approach a customer to sell your product or service. However, there are three main points that you must address to get through the sales process:
Educating the Customer – educate the customer on your product or service. After all, you should be the SME (Subject Matter Expert), so you should have all the answers. If you don’t know an answer to a question, then find out. Explain the benefits of the product / service to your prospective customer. Ensure they understand why they need to purchase your product / service and why yours is better than the competition (without bashing the competition, preferably).
Ask Questions – your customer may have a lot of questions for you if he or she doesn’t understand something. But, you need to ask questions of your customer as well. You need to understand where he or she is coming from and what his or her need is for your product / service. This will help you pitch the product / service and obtain a more desirable outcome to the sales process.
Close the Sale – there are tons of different ways to close the sale. You may have your own specific style, or you may adjust your style to the situation and the customer. Personally, I prefer the assumptive close where I assume the customer is going to purchase. This is when I usually just ask them if that will be cash, check, or card for payment. Mind you, this doesn’t always work, but it works about 99.9% of the time for me.
What is the best way you have found to educate your customer about the product or service you are offering?