par
Sami Syed , Business Development Officer , SS Air Travels & Exchange
In general sales is an activity between two parties where the buyer receives goods/services and/or assets in exchange of money.
Ways to do the Sale:
Before proceeding the sales to a party/parties the main aspect is about the person who does the sales. Those aspects of the sales person are:1. He / She should be satisfied with the job.2. Thorough knowledge about the product.3. Possess the ability to know the customer needs.4. Possess the ability to find out the customer problems.5. Possess the ability to recognise the right time to accomplish successful sales.6. Treat the customer in a likeable and friendly manner.7. And last and the foremost aspect is a clean and smart appearance.
Don'ts to be followed at the time of sales:1. Don't be aggressive or in hurry to do the sale.2. Don't talk about yourself / personal life, it hold no interest for the customer.3. Don't approach customer smelling of alcohol, cigarette, or anything that customer find offensive.4. Don't argue with the customer. Listen to him first and then answer to his/her questions.5. Don't criticise other products.
Finally the ways in which the sales can be done are as follows:1. Attention: Give the customer your attention. Allow the customer to show his/her interest in a particular product. Allowing much time also leads to the customer leaving your shop, so pay attention towards the customer and highlight the products features verbally.2. Interest: Show at most interest in customer needs. List the product features as well as establish the customer needs by asking questions. For Example
What type of air conditioner are you looking for?
Is your house big or small?
How many rooms are there in your house?
This type of questions will help the salesperson to ensure that the customer will go home with the product that suits the requirements. This type of questions also avoid the risk of loosing the sales.3. Desire: The desire for the customer to own the product builds as the salesperson marries the product sales features to the needs of the customer4. Action: It's critical time, the point at which you have to ask the customer to purchase the product, the point of no return and the pinnacle of all the work, time, effort and money that is now at risk. A simple mistake can ruin the sale, so what do you do? How do you bring the sale to a successful conclusion?
Give the customer suggestions like:
•Would you like us to deliver, or did you want to take it with you?
•Will you be paying cash, or can I show you our credit terms?
•Do you prefer the green or the white one?
•Would you like to purchase it with extra spares or without at a reduced price?
Suggesting a larger quantity, knowing the customer will settle for a little less, will often close the sale.
Having reached the end of the sales presentation, the skilful salesperson will go silent and remain that way, and the customer will feel obliged to speak and will order.
