There are four big principles that one must memorize in order to increase his sales by as much as 300% or even more.
Principle # 1 - Call your customer by his name.
People feel more comfortable when you call them by their names. If your target customer is a complete stranger, ask him politely about his name. Pronounce his name correctly and mention it throughout your conversation. This way you can get his attention and make him listen.
Principle # 2 - Make your customer feel the need.
Let me give you a simple demonstration of this principle:
Marveling at a certain employee’s ability to sell toothbrushes, the head of the sales department decided to follow him around one day.
He observed that this particular salesman choose a busy street corner on which to set up an array of toothbrushes and a small bowl of brownish stuff surrounded by chips.
The salesman would then select a likely customer and announce, “Good morning! We’re introducing Nifty Chip Dip — would you like a free sample?”
Tasting the dip, the bystander would invariably spit it out in disgust and howl, “It tastes like s***!”
“It is,” the salesman would inform them calmly. “Care to buy a toothbrush?”
Funny it might seem, but this joke gives an example of how you can make your customer need (not only want) the product you are selling. However, in the actual scene, you cannot use this kind of strategy to close a deal with people; otherwise you will go home badly beaten or end up in jail.
In reality, you must make your sales presentation as clean and as professional as possible. Persuade your customer that the product you are offering is of great importance to him. (Note that I used the word offering instead of selling because offering denotes something, which is more advantageous on the side of the customer than of the seller.)
Principle # 3 - Make it seem that you are helping the customer, not selling something to him.
Is this possible? Yes, of course. It is so simple, please read on:
You: Mr. Farmington, I understand that you are spending too much on your electric bills and I presume that the air-conditioning unit that you are using does not have an energy-saving device. That’s bad, but I can help you make your bill lower by as much as 50%. Here, you can have our Gold energy-saving device. You can save hundreds of dollars every year for only $20 dollars as one time payment.
Mr. Farmington: Oh! That’s great. Please give me one of those. Here is the $20 dollars. Thanks a lot.
Principle # 4 - Never take no for an answer.
Considering the real world however, it is not that easy to close a deal. If things like that happen, remember the fourth principle and be assertive.
Learn to overcome objections and always state your sentences in the positive way. Do not stop talking because when you stop talking, you will lose your customer, please read on:
Mr. Farmington: Thanks for the offer, but I might not need that because I’m planning to buy a new air-conditioning unit, which is exactly the same as my old one and it goes with a free energy-saving device.
You: But Mr. Farmington, if your old air-conditioning unit still works, you can save by just buying an energy-saving device. Compare the price of the new air-conditioning unit with your old one. You will notice that the new unit is a bit more expensive, considering that both the old and the new unit have the same brand and features. Except, of course, the free energy-saving device that goes with the new one. It seems that you will also pay for the energy-saving device.
Mr. Farmington here is our Gold energy-saving device. You’ll be glad you decided to buy that. For just $20 dollars you’ll be able to save hundreds. (In here you are assertive, you assume that the customer has agreed with the sale.)
Mr. Farmington: Ok. I think you are right. I’ll get one of those. Here is the $20.
See? You were able to close the deal. “If you don’t sell, it’s not the product that’s wrong, it’s you.” — Estée Lauder