Sales & Service Tip Of The Week

If no sale is made, what should you do?  Have you ever heard, “don’t burn any bridges” or “never say never?”  Always keep the sales door open.  Don’t allow your nonverbal to show disappointment.  Look for ways to keep your “foot in the door.”  Remember, “things change!”  Never insult or reprimand the customer.  This is negative, damages relationships and can create more problems for you later on.  Also, do not base the sale on what it does for you personally.  Being in a contest or feeding the family is your concern, not the customer’s.  This is unprofessional and comes across as “whining” to the customer.  Be aware of “overselling” a customer too.

What is overselling?  You talk too much which creates doubt with the customer.  One salesperson defined overselling as, “you just bought back what you sold.”  Complete your transaction, change the subject and look for a sales opportunity with another customer.  Closing is the emotional part of the sale.  It’s the culmination of the selling and buying processes coming together.  Master this step and you are well on your way toward sales success.