Anyone have any good tips on how to be a good salesperson when you're trying to make a sale?

Try not to lie- more specifically don't treat people like they are ignorant. I can tell when a salesperson is trying to feed me a line of bull just to get me to buy something overpriced.

Point out the actual pros of a product and look for cues from the customer as to what's important to them. If they are cheap, don't hesitate to say "This one is the least expensive."

You will make more sales if you help someone get what they want than if you try to force the most expensive on them.

do more listening than talking. when you ask questions make sure they are open ended questions not yes/no questions.

Most sales people try too hard to get a sale. Like the previous answer listed, lying is one of the many ways sales people try to get a sale. I would advise you to know your product well and not force the sale too much. If you hound someone for a sale, you will more likely push them away and they will take their buisness elsewhere.Good Luck.

Dont only approach people who are well dressed, remember even the riches people like to slip into something confortable once in a while.
talk to them as if you were the one who invented the product. have them try the product for they'll be more convinced they'll like it.

Sell the benefits! Don't be a features seller. People don't care so much WHAT it does but HOW that feature is going to benefit them.

eg An egg timer

Feature: Handy alarm
Benefit 1: Do other things while egg is boiling like put make up on, get dressed giving you more time for you.
Benefit 2: It will help your happiness level. No hard or runny eggs, make them just the way you like them giving you a great start to the day.
Benefit 3: Alarm can be set individually so that different members of the family can have their eggs the way they like them avoiding dis-harmony in the house.

CLOSE, CLOSE, CLOSE! Can't emphasise closing enough. Most salespeople don't close because they haven't earned the right to. Ask lots of questions. Get to know the customer and their needs, match the product to the needs and sell the benefits!

There are many types of closes.. 'trial close', 'important benefits close' 'if I could..' close.

If you're not sure if they are ready to buy, you can try the trial close.
"We take cash or credit card, which do you prefer?"
They will tell you soon enough if they are ready to buy and if there are objections for you to overcome.
Re-emphasising benefits to close puts a positive spin on the sale.
"That automatic timer and alarm you said would save you so much time and stress.. did you want to take two in case you are away on business?"
Try the 'if I could' method if the customer has specifically asked for a particular color or size or anything really..
"If I could get you that egg timer in pink to match you decor.. would you be prepared to take that today?"

Rapport is key! You are a salesperson, nothing to be ashamed of. The BEST salespeople are one's that understand the importance of customer service. Not being pushy, not being rude, but being patient and understanding.

Re-cap.

Repport, Needs based questions, features matching, benefits selling, closure.. success!

Good luck!

Don't be gushy and false. It sticks out like a sore thumb and makes people wary. Ask if you can help in any way and answer questions with truth and confidence relating to your own (true) experience if possible. and .... read your customer ... you should get some idea of how to speak with them.

I actually was looking up this topic yesterday. A good resource would be www.entrepreneur.com they have some great articles, tips and resources there.

Heres one article that might help:
http://www.entrepreneur.com/sales/closingthesale/article76416.html

I am pasting the article content for convenience:
Learn how to ask the right questions that will help you complete each sale like a star.
By Tom Hopkins
March 07, 2005


URL: http://www.entrepreneur.com/sales/closingthesale/article76416.html

Typically, when I talk with my students on a one-to-one basis, they ask me a lot of questions about how to close sales. That's to be expected because it's the positive end result all salespeople seek in any contact with potential clients.

In most situations where sales aren't closed, it's usually because the salesperson didn't ask the right question. In all my training, you'll hear it repeated over and over that every answer you need to get in order to meet someone, qualify them as to their needs, get permission to give a presentation or close a sale will come to you if you only ask the right questions.

Sometimes, it's not just the question that matters, but how it's presented. You may have to set the stage or tell a story leading up to the question that helps the client rationalize the buying decision. No matter how good your lead in or story is, however, you won't get the sale if you don't ask for it.

Let me give you a few closes that have proven successful for my students the world over. Don't be concerned if they seem a bit wordy--you're painting pictures and involving the emotions of your potential clients. Say the words with warmth and sincerity, and they'll work for you.

When your clients hesitate because they aren't sure it's the right decision, try what we call "The Best Things in Life Close." This is a great close to use with a personal sale, especially when you're trying to sell something to a husband and wife. Compare the decision they're considering right now to other decisions they've made and have been happy with. It's especially helpful when they've admitted they want the product but are just struggling with saying yes. It goes like this:

"Isn't it true, John and Mary, that the only time you've ever really benefited from anything in your life has been when you said yes instead of no? You said yes to your marriage. . ." [And this next part's optional: ". . .and I can see how happy you are." But don't add this phrase unless you've seen signs that they truly are a happy couple!] "You said yes to your job, your home, your car--all the things I'm sure you truly enjoy.

"You see, when you say yes to me, it's not really me you are saying yes to but all the benefits this product offers... [and then list a few of the benefits they were most excited about.] Those are the things you really want for your family, aren't they?"

With these words, you're helping them focus on the benefits they want from the product rather than their hesitation to make the investment to own it. The little agreements you ask for during the close get the "yes" momentum started. If they do truly believe your product is good for them, these words will help them get over their hesitation to give you the final yes and close the sale.

Another situation might be during a business sale where the decision-maker uses "the budget" as a reason not to go ahead. This purchase might not have been in their plans, so the money isn't in the budget. If you truly believe your product would provide excellent benefits to their company, your goal in this situation is to get them to admit and agree to that point. Ask this: "John, if the money for this investment was in your budget, would you proceed?" If he says yes, agree with him by saying "That's wonderful, John. I'm glad you see the benefits our XYZ product can bring to your business."

At this point, you can either move on to a discussion of their return on investment or try these words:

"I can understand your concern with your budget, John. That's why I contacted you in the first place. I'm fully aware of the fact that every well-managed business controls the flow of its money with a carefully planned budget. The budget is a necessary tool for every company to give direction to its goals. However, the tool itself doesn't dictate how the company is run, does it?

"It must be flexible to allow the company to manage crises or take advantage of unplanned opportunities. As the controller of that budget, you retain for yourself the right to flex it in the best interest of the company's financial present and competitive future, don't you?

"What we've been examining here today is a system which will allow your company an immediate and continuing competitive edge. Tell me, under these conditions, will your budget flex or will it dictate your actions?"

Hopefully, you see the difference between just asking for the sale and helping people make decisions that are good for them. That's the difference between an average salesperson and a great one!

First you have to believe in the product(s) you're selling. Next you have to believe that this person will really benefit from it in some way. Then you should ask yourself if this person can really afford to purchase this product & what I mean by this is - if you're selling a luxury product worth $1000 and yet you see 3 kids that need clothes & shoes more than they need this luxury item - you need to make up your own mind whether you truly wish to push your product(s) & can you live w/that. THAT's what makes a good salesperson.
After you've made the sale, you should follow up with showing him the other products associated with it. (Don't sell nails w/o suggesting a new hammer or nail bag). Follow through. Once you get familiar with your products & have more dealings with the public it will get easier. Good Luck! :)

When you finish your contact with the customer, the customer should feel better about him/herself than before the contact occurred.

Read the book entitled "How to Win Friends and Influence People" by Dale Carnegie

i dont know if this helps but i dont like being pressured to buy something. i like them to listen to what i need then show me that, not what will make them the biggest commission. i like to hear the pros and cons of something not just the pros.

You can sell anything that you believe in and can sell things you dont believe in. Simply think positive in your head and make the potential customer think that he NEEDS what you are selling to his business or family a huge favor. Make him believe in the product or service, and make sure if they have questions you have the answers. I have been in sales for 8 years, and if I can do it anyone can.

DOn't be a salesman. Don't try to make a sale. Be a friend and determine your client's needs. You will 99% of the time. Salesmanship is all about manipulation and people can see through it and get tired of it really quick.

Don't talk too much.

Try not to smuther them with info., and keep it funny most people would like a laugh after shopping all day, and make sure your breath smells good. Dress nice for a good rep. , and keep your attention on the custemer dont try to take care of outher store problems.

Buy a body language book.I guess it can help a greate deal.Allen Pease who has written THE DEFINITIVE BOOK OF BODY LANGUAGE was earlier a salesman.

Know your product
Look them in the eye
Don't repeat your self
and a little secret, admire something they have on!

Know your audience. Understand what they need. Address THEIR NEEDS only, NOT the most popular benefits of the product/service.

You must believe in what your selling and have the buyers best interest at heart. If you're sincere you will be successful. That said, you will be much more successful if you first sell the whole bedroom collection instead of just the bed. I recently bought a bed and the salesman never even asked me about seeing other pieces or pricing. He blew it cause I'd have bought at least one nightstand if I'd seen it.

Do you have a problem with lying?

Depends on what your selling. If your selling something with no set price (example:selling a computer at a yard sale) NEVER give a price. Tell someone to offer, than demand 15-25% more.

If your selling regulated goods for a company than just be polite, be friendly, and don't list bad sides of what your selling.

I have found that when people trust you, they will give you their full attention. You see, when people grant you their attention, that means that you have influence on them. As a result, influence invariably creates action. In the business world, action means sales. I hope that you have found this to be helpful.

Remember that each "no" you encounter means that you are closer to a "yes".

What are you selling? As suggested listen to what they say they are looking for or want from the product or service. Did they approach you or are you out looking for prospects if they approach you if this is a store ask open ended questions as suggested earlier and listen to the answer most people will tell you what they want from in the product or service let them sell themselves if you will.

Repeat keys things they have pointed out if you were listening that they want or need from the product or service in question use those points to get them to buy or join your team. If this is network marketing even if it is not danijohnson.com is a great site to build your skills on getting the sale or signup depending on what your are selling.

One final point, don't act like a sales person be yourself period drop the sales pitch. good luck

i did sales a few years ago, made a lot of commission and the main thing i did was to be honest about the product, i wasnt fake either.

here are some of the things that i said.

so you would be interested in this product. (it is a question where they are being told that they would be interested in it )

would you prefer this model or this? (this gives them 2 options and they will feel obliged to choose one of them

so if i was to do this for you, then you would be happy with this

hope this helps

Confidence is Key.

Every answer I read here had excellent merit and advice!

I would add, try to pick a product that you believe in, to represent. If "IT" is something YOU would want, and that you believe is an excellent value for the money charged, you will have a far easier time being honest and it will come from your heart.

Treat EVERY POTENTIAL CUSTOMER the way YOU would want to be treated. Remember, like you, they can choose to spend their money some place else!

With many sales, it's not just TODAY that matters, its what you, the company you represent is going to provide to the customer down the line. Next week, next month, two years from now. Learn from your boss, what the company policy is for the product so that you can highlight what is hopefully a positive benefit to buying the product from YOU, instead of down the street.

If the customer has entered YOUR store, assume they are there because they have an NEED, they have chosen to come to YOU to fix something or to in some way gain something new in their lives...they are OPEN to the idea of buying, even if not today, even if it is a "fact finding mission" they are open to hear what you have to say.

If you are doing cold calls it's quite different. If not a pre-qualified call, then YOU are intruding on THEIR time and space. Much harder. Treat that sort of sale as if it is YOUR fact finding mission,..you are checking to see if there could be an interest on their part to hearing what you have to offer. Showing them the benefit is then your goal.

Avoid the lies, as said by others, avoid the Hard Sale. Your goal to get what you want, is to GIVE THEM what THEY WANT, even if it means you back down, acknowledging what the customer says, and try to leave the door open to communicate with them again in the future.

Smile! ;)

Be honest.

A few articles here which may be of help:

http://www.marketingminefield.co.uk/sales/close.html - tips to help close a sale

http://www.marketingminefield.co.uk/sales/perfect-pitch.html - useful advice if you're making a sales pitch

http://www.inc.com/resources/sales/articles/20070801/jthull.html - talks about keeping the sales process as short as possible

The last point is essential. The main cost of selling is the time spent closing sales so try to reduce this time - it'll mean that you have the time to follow up more leads and ultimately make more sales.

good salesperson must have
good communication and convincing skill
complete product knowledge .
brand knowledge as well as other products manufactured by the same brand or company of the product he is willing to sale.
good listener.(towards customer)
last but not the least energetic,pleasing personality and patient.PATIENT IS THE MAIN CRITERIA FOR A GOOD SALESPERSON.

I think people with sexy voices are the most successful sales people. Have you thought about experimenting an octive higher or lower with your voice?

The following article was published by E-how.com You may find it useful:

How to Overcome Customer Resistance to sale
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By myhappiday
User-Submitted Article
Article Rating: (0 Ratings)

In this article, readers will get to learn the behavioural pitfalls that could make or mar a successful sale effort. Learning to handle these resistance behaviours can mean the most in a salesman' s life.

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Difficulty: Moderate
Instructions
Things You'll Need:

* Adequate knowledge of client and product
* Paper and biro
* Presence of mind at all times

1.
Step 1

So many sales persons have seen their career ended by the monster called Customer resistance, sales resistance or sales objection. Research into this area has shown that whereas customers are developing or growing more cautious in the process of taking decisions on what to buy or not, super salesmen are coming up with clever means of overcoming those objections.
So to be one of these successful ones, ensure that you have enough information about each prospect. That includes every one involved in the decision making process. Knowing about them before you encounter them would enable you to anticipate correctly, some of the objections to expect. So before the encounter you are already strategising on solving the problem before they arise. Every wise sales person knows that objection is the twin side of successful sale.
2.
Step 2

Objections may come in the shape of price, no-need, have other suppliers or any other shape or form. Do not worry, the best sign that you are making sales progress is when the customer objects to sale. Then he has handed you the check with which to write a successful sale if you know how.
Ask question adroitly.
Check for signs of where the objection is coming- fear of mistake or error of judgement, fear of colleagues and fear of paying an unreasonable price for a product. If you do not ask, the customer would not reveal the area of resistance so keep prodding until you are sure what the resistance is.
3.
Step 3

Then, resolve the objection. Stop selling if there were unresolved problems from previous sales. Ensure that you satisfactorily resolve the matter before you proceed. If you are able to resolve it, you are sure to have won a friend. Remember people buy from those they trust so make your self that one that can be trusted to stand by the customer at all times.
Where the objection is on price, remember that price is a function of quality. So, do not buckle under price pressure (if you have prior to sale, made sure that your price is competitive).
Apply different sales resolution strategies like changing the focus of the discussion by showing the other side of the coin.
4.
Step 4

Persist and persevere. The customer no matter how crafty would ultimately drop the hint that would, when favourably resolved, lead to a sale.

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Tips & Warnings

*
Research shows that as many as 40% of salesmen give up on the first objection, up to 60% give up at the point of the second objection while up to 75% give up after three objections. Conversely, most customers do not buy until after about four objections by which they have satisfied themselves that they are taking the right decision.
*
Your personal behaviour, hygiene and dressing add to whether customer are willing to listen to you or not. Therefore be neat and agreeable in your dressing.

I learnt some sales stuff when I worked in a TV shop..

One of the things I remember is "A.B.C" which stands for "Always Be Closing" Closing, meaning, closing the sale.

The way to close a sale, is to ask 'leading' questions.. i.e. "What day do you want it delivered?" That question avoids asking them "If they want it?" and goes straight to closing the sale by finalising the delivery date!

If you need to find out more about your customers needs, you need to do some fishing, so you can ask 'OPEN' questions... i.e. "What SORT of TV did you have in mind?" your really just trying to work out what would make them happy to spend.

Take a look at Jeffrey Gilomer's "Little Red Book of Selling," for some very useful and inspiring information.

The only problem with the answer above is that the answerer is saying what NOT to do - rather than what to do.

I talk about this in my book and when I follow my own advice 80 percent of the people I speak to agree to do business with me. When I forget - it drops in half.

I created a series of five questions I've been using for the last 10+ years. When I (and the people who've read my book) use these five questions people say "yes" happily.

What it boils down to is core values. If you can show a person how the benefits of your product or service is going to help them get more of their core values - they will get the cause and effect link of how those benefits will help improve their life and truly make it better in a personal way.

If you don't know how to elicit core values and tie them together with benefits you're missing out on a powerful TKO that can skyrocket the number of people who say "yes" happily.

All the best,

Denise Michaels
Author, "Testosterone-Free Marketing"
http://www.MentoringwithDenise.com

First, you have to learn to be a good listener! You need to take the time to get to know your prospect, his/her needs and goals, then (without being pushy) see what you can do to help them fulfill those needs and reach their goals.

No matter what you are selling, you need to ask good questions (these are questions that will give you the in sight as for what the customer really needs and how to get it to them) and with that you must listen intently. That means you don't do all the talking but you do most of the listening. remember, two ears, one mouth. Be cordial but not a clown. Please know your product. If you want to be a superstar in this industry, you will need to read. Great salespeople are Made and NOT born. Some of these authors are old school that I'm going to list but, the information is timeless. Zig Ziglar, Secrets to closing the sale. Tom Hopkins Closing the sale. Frank Bettinger How I raised myself from failure to success. Napoleon Hill think and grow rich (not a sales book but it will expand your thinking) You read these four books and your income will jump dramatically.

Presume they are going to buy from you, and let them stop you rather than have the uncomfortable silence when you say would like like to go ahead?
i work in sales for http://www.reddinet.co.uk