Companies spend lots of money on sales training programs to sell more products. They’re constantly pushing – that’s the sales business- and it’s great! Yet, have you ever walked into a big-ticket store only to be confronted with an overanxious or inexperienced salesperson? It’s uncomfortable. How do sales professionals sell without being overbearing?
Depending on the environment, the best sales techniques stem from a no/low pressure methodology. For example, in furniture sales, when a customer walks in, approach them stopping several feet away, to avoid invading their personal space, smile broadly and say something like this:
Hello, welcome to ABC Furniture Co. My name is Joe. Please feel free to look around all you want. If I can provide any assistance, please don’t hesitate to ask.
Then turn away slowly and WALK AWAY. While this would get you fired if you were selling cars, it’s very effective in many retail settings – and often enforced through rigorous sales training. By speaking courteously and respecting their privacy and space, you’ve created a safe environment. Many buyers are on their guard against high-pressure sales people and will brush them off with “just looking, thanks.” You gain a great deal by letting customers browse. First, the customer is more likely to come back to you when they’re ready to buy if they haven’t been pressured. Second, you haven’t wasted time on browsers with no intention to buy.
If a customer is interested in one of your products, they’ll hone in on it (read their body language – it speaks volumes). At this point, you can casually approach and ask an involvement question. An involvement question is any question the customer would ask themselves about the benefits of a product after purchasing it. Example:
Would this living room set replace your old one or is it going to be an additional set?
You can adapt this question to almost any product or service. Once you get them talking about why they want what you’re selling, you can then begin to qualify them and start your closing sequence. Sales professionals lead the customer with well-thought involvement questions and set up the close.
What sales training methods work best in your sales environment?