Product knowledge is an essential sales skill. Understanding your products' features allows you to present their benefits accurately and persuasively. Customers respond to enthusiastic sales staff who are passionate about their products and eager to share the benefits with them.
Customers are more likely to trust sales people who show confidence in themselves and what they are selling. You can build this confidence by increasing your knowledge of your products or services.
Successful salespeople know all of their products' features and skilfully turn these features into benefits for their customers.
Getting your customers to like and trust you is essential to making sales. Building a rapport - making a connection with your customer - is one of the most effective ways to build trust. Building a rapport means making an effort to put yourself in someone else's shoes. When you put yourself in your customer's shoes, you can then interpret and think about what your customer expects from you and tailor your approach to moving through the selling steps in a way that meets those expectations.
- Proposing appropriate offers
- Checking you understand your customer's comments
- Paraphrasing your customer's objections
- Considering and acknowledging your customer's views
- Suggesting alternatives
- Looking for closing signals
- Making closing statements
- Getting agreements quickly
- Following up on promises.