Selling is a key part of being in business. For your business to continue growing, you need to make sales. To make sales, you need to target the right people. In this blog post, we will be looking at how to effectively sell your products.
Know your product/service
You have to know the ins and outs of what products/services you offer to build trust and authority. When you know your products or services thoroughly, when selling to a prospect, it is easier to convey your passion, your knowledge and build trust with them which helps them buy into you, the business and the brand.
Emphasise the benefits
Most people buy on emotions not logic which is why it’s important to emphasise the benefits of your offering rather than its features. By relaying all of the benefits of your product or service, this gives your potential customers a reason to buy from you.
The positioning of what your brand has to offer can set it apart from the competition. Therefore, using the data gathered from understanding the customers to position the benefits your products or service provide will help to drive more sales. Your customers will always want to know “what’s in it for me?” and you need to be prepared to talk about how you can deliver solutions and satisfy their needs.
But remember, honesty is the best policy, don’t lie to make your product look better.
Know your customers
Now that you fully understand your offering, when it comes to your customers, it’s important to understand them deeply. To do that, you need to know their demographics. Who are they? How old are they? What’s their job role/position? What company do they work for?
All of these questions are what you should be finding the answer to. If you know your customers inside and out, you can tailor how you market and sell your products/services to them and suit their needs. If you don’t know who they are, you need to work on finding out a bit more so you know exactly who you are targeting.
Nobody really likes objections but it’s important not to take them personally. The word ‘no’ can be a tough pill to swallow. The customer isn’t objecting you, they just aren’t seeing the value in what you’re trying to sell to them.
When a buyer indicates that they’re not ready to buy, don’t get discouraged. Instead, there’s a process you can follow. Listen to the objection, understand it completely, overcome the objection by educating them on the value your product or service brings then ask for the sale again.