The hardest part in any profession is in fact selling or making a sale. Some say that it can be an innate trait but for others it is not inherent. More often than not, your best weapon in selling your products is your personality and product knowledge.
So before you set an appointment with business owners and offer your products, here are some pointers that you can ponder on.
- Know the products that you are selling. If you are not confident enough and have only limited knowledge about your goods, try to review first. You might get embarrassed if during presentations, your client knows more about your products and services than you do, and you cannot answer his queries. So before you go into the battlefield, be prepared and try to learn everything.
- If you are setting an appointment but your client doesn't have time to meet you, then, identify if that particular client is really in need of your product or you are just wasting your efforts. Perhaps the reason why he is not interested is because his company doesn't require it or it is not essential at all. Review your client's company profile and learn from that. On the other hand, if you think that he can give you leads, try to ask for some. He might even recommend you to his business partners and associates.
- Given the opportunity to meet with the business owners and offer your products, take into account that his time is valuable. There is no reason to be late for an appointment. Keep in mind also, that you don't need to elaborate your introductory presentation. Get straight to the point and make him realize the importance of your products to his organization. Of course, by doing this, you should have already made a research about the company's products and services so that you can focus on their specific needs. Come in the meeting, not only well prepared but well dressed also.
- Be ready to negotiate. If you are not your company's decision maker, then seek approval for giving discounts and how much discount should be given. During client presentations, don't make the first move to inform your client that your rates are flexible. If ever the client asks if the cost is negotiable, give him a percentage and explain to him why you can only give that rate.
- For additional selling points, ensure the client of the product warranties, payment methods, and fret sales service, among others.
- Remember to build long-term relationships with your client. It would be great to know the client on a personal level like knowing his favorite sport, a little about his family, and others in order to catch his attention and to make him feel that you are not just after the sales but building connections too.
- If the client rejects your proposal, don't get crazy. Ask him why and if he has other alternatives or plans. If he said that budget is the main concern or there are other things that need to be prioritized, then let him feel that you understand. Still include him on your mailing lists and soon enough, when he needs your product, you will be the first to know.