A successful sale is a highly desirable business goal. What are key elements of a successful sale? We narrow it down to three vital elements that you can apply in your business today.
Let’s imagine the following scenario:
You are in your shop when a prospect comes wandering in. You greet the prospect warmly. Your prospect returns your smile and continues to browse your selection. You notice he seems interested in a specific model so you approach him and offer to introduce the product. Your prospect warms up to you and shares with you a related problem he is facing. You listen seriously and take time to understand his situation. You then apply your professional knowledge and show how your product can solve the problem he is facing. Before you know it, your prospect has become a client and you’ve got a successful sale in the bag.
It might sound like an overly-idealistic scenario, but you can recreate these results for your business if you understand what makes buyers buy.
What makes buyers buy?
When buying, buyers look for signs to tell them that this purchase they are about to make is the right one. In the example scenario, you demonstrated the key qualities that make a successful sale: timing, empathy, and knowledge.
Succesful sale tip #1: Seize the perfect timing
You greet the prospect warmly. Your prospect returns your smile and continues to browse your selection. You notice he seems interested in a specific model so you approach him and offer to introduce the product.
Timing is crucial. Approach a customer too soon and you might come on strong. Approach a customer too late and you would have missed an opportunity to close a sale. So when is the right timing? Observation is key. The best timing to approach is when the prospect is interested and feeling curious. When a prospect is interested enough to take a double, even triple take of the product and curious enough to pick up and examine a product closely repeatedly. At that point, start to make your way to the prospect so HE can easily approach you.
Succesful sale tip #2: Show genuine care and empathy
Your prospect warms up to you and shares with you a related problem he is facing. You listen seriously and take time to understand his situation.
Assuming your timing was spot-on and you’ve managed to start talking to your prospect about the product he’s interested in. Instead of doing a verbal vomit about all the amazing product features, ask your prospect his lifestyle or habits that is complementary to the product. For example, if you are selling water purifiers, you would want to know what are the water usage habits in his household. Based on the information he provides, demonstrate your understanding of his needs and how your product can meet his needs. Demonstrate the features of your product that are designed for users like your prospect.
Succesful sale tip #3: Be generous with your knowledge
You then apply your professional knowledge and show how your product can solve the problem he is facing.
Empathy allows you to prove to your prospect you are on his side. Knowledge will impress your prospect and establish you as an authority in your field. Explain, in layman terms, how your product is superior to other alternatives. Help your prospect understand the logic/heritage/science/art (delete where appropriate) behind your product. Be generous with your knowledge: give your prospect free, practical ideas and tips that they can implement themselves WITHOUT using your product. A bit of free knowledge goes a long way.