According to Lilia B. Arante and Julita Gomez in the book Salesmanship. Revised Edition. These are the 5 key components in selling. I wrote my explanations onto it.
Product
Thorough knowledge about the product
You must know how the product will be beneficiary for the customers and how they can use it properly. If you don’t, consider yourself as a shallow salesperson that don’t even knows the product and has the nerve of selling it.
Determine if the product will satisfy the customers
Not all products can satisfy customers, it varies on their motive of buying. But a good salesperson should know and match the products that they are selling in order to have a sale. If satisfaction is reached, job well done.
Convincing them you have the best product for them
Selling is created so that people will know what the best that is in stored for them. Persuasion is the key here. When you persuade a product and have a self proclamation that it is the best, what you have to do is “DIFFERENTIATE” in order that the customer can fully understand how it will work for them.
Personality
Adapting different personalities
Every customer has its own different personalities, some are jolly some are timid and even some are impolite. Whether you have the nicest or nastiest customer in front of you adapt to its perception. In the wilds you must learn how to adapt or else you will be the one hunted rather than you are the hunter.
Must have a strong appeal
The salesperson is the mirror of the company, so a salesperson must have a strong appeal. Having a strong appeal does not require having good looks, rather on the way the salesperson talks, on how they speak and the confidence in handling customers.
Make customers believe they want to buy from you
The customer wants a good salesperson to explain them on how and why they are going to buy a certain product that you are selling, making them believe is your job to do and have a strong solid answers on their objections so that you will be convincing and credible.
Perseverance
Selling starts when the customer says “NO”
A salesperson should take “NO” for an answer. Thus, if the customer said this you will be tested on how you can handle the “NO” answer and reverse it into a “YES” answer. It is like in the dating game, a girl said no but actually she is trying to say that give me some reasons why should I agree on your proposal.
Create Differentiation
A customer has the satisfaction that cannot be satisfied. They always want something new and when you create differentiation they will have a glimpse of what features that your product has to offer. Differentiation is one key in selling, don’t be another stereotype salesman who can’t differ the better and the best.
Bring value to their money
When our beloved customer spends money on something, they want value onto to it unless that customer is an impulsive buyer. But when a salesperson encountered a rational buyer, think deeply because the quality should be there and the price should be reasonable. If they can’t understand, with persuasion and explanation will help you to overcome this.
Prospect
Don’t waste time on fake prospects
Wasting time on a prospect who is not really interested in your product is going to eat up some time, be careful on what prospects do you want. Make sure that they are capable and in need of your product so that effort and time will not be wasted.
Find another buyer and introduce your product
Finding another buyer is the best thing to do when the customer really doesn’t show interest in your product, go find another one it is not a big deal. Help people with your product if they don’t want the product you have no reason to persuade them, there are a lot of people looking for your product.
Watch the physical signs they are creating
When you’re into a sales presentation you should observe how they are doing. For example if you observe that a certain customer is very interested you have an idea that there is a big chance that customer will buy. If the customer is bored and yawning you must keep them interested.
Picturesque Presentation
Use your imagination in describing something
Imagination is very powerful, because in your mind you can conceptualize something is happening but it’s only your imagination. Use your imagination in describing something when the product cannot be seen by their eyes. (Ex. Real estate’s properties) you should have an overview how they will see themselves using it.
The prospects should see themselves enjoying and benefiting in the product
The concrete example to this is product samples, and how it will help the needs that they want. In this case have some evidence that your products works and it can really help them when they need one.
Give some ideas on how they can capitalize on the product
Giving ideas on how to use product is one way to build credibility to the market. (Ex. A dishwashing liquid in a 1.5 liter container) It will be more effective for them as well as efficient. Just give them ideas that can help them to further utilize the product at its maximization.
