Buying and selling online was once reserved for the tech savvy, but it’s now expected by customers and therefore a necessity for businesses.
With Westfield and David Jones recently launching online stores, it is clear, that large retailers are waking up to the potential of eCommerce. Online shopping will explode in near future.
“The number of retailers who plan to go online virtually doubled in the last 12 months. I can’t imagine that there’s a major retailer who’s not thinking about their online strategy,”
Whether you operate solely online or simply wish to add another dimension to your business, it is imperative you get it right.
1. You can sell only if you yourself are convinced:
If you are not sold on the product or service, it will be an uphill battle to sell someone on else. Your lack of conviction will scream through.
2. Be clear and direct:
When pitching does not use complicated diction. Pride yourself instead on being able to explain the concept as quickly, clearly and simply as possible. This is important because the biggest problem in sales is client confusion. Confusion does not lead to a Yes.
3. Pressure is an art:
Creating FUD (Fear, Uncertainty and Doubt) in your client’s mind can be a good thing because it will lead to serious consideration of your concept. Often need to tell potential clients that their competition is also talking with us. The trick is to mention this once and to NOT rub it in, which is likely to anger them. No one who is angered into saying Yes.
4. Know your client:
Make sure to research your potential clients, know their challenges and their needs. One size hardly ever fits all, and you look much stronger if you care about the business enough to invest in the research.
5. It’s all about the presentation:
Building an amazing deck is critical to the sales process. Practice it, memorize it and be prepared to shift your emphasis based on how the energy changes when you give the presentation. Internally, we always ask ourselves: “Is the flow of this deck, right? Will it convince?”
6. Be passionate and exciting:
Most presentations are BORING! So, create a show and make it exciting. Excitement is contagious – just like a yawn.
7. If you don’t know the answer, do not guess:
People will ask you tough questions, and you may not always know the answer. The person asking you may be testing you, knowing the answer full well. And if you fumble, it’s very hard to rebuild credibility. Do not guess.
8. Answer questions directly and clearly:
If you are asked a question and you give a “politician’s answer” – in other words, if you don’t answer the question – your credibility will decline, and you will hurt your chances of making the sale.
9. Humor is a great lubricator:
Funny stories always break the ice. Instead of using business cards, everyone in our company uses stamps (see right) to leave our contact info. It’s eco-friendly, it never runs out and it makes for a nice ice-breaker at the beginning of every meeting.
10. You can always be better:
Sales is an art, not a science. Which means it’s never perfect and can always improve. TerraCycle has a standard sales deck most of our associates use. We’ve gone through 94 versions in the last three years and version 95 is around the corner.
sales is a critical function that is more art than science, so hone your art. And please share any of the sales tips you’ve learned.
Contact us we have many bright ideas those have turned tables when it comes to success.