The art of selling things has been a highly treasured skill for centuries and there are people who have got it down to perfection in that time. If you do some internet research you will find that it is stuffed full of sales tips, so which ones should be take note of?
For a start, you could look at old-fashioned tips that have stood the test of time. Surely these are classic sales tactics that will carry on working forever? If we check out a few we will see that some of them are certainly still valid but that other are no longer so useful.
Go the Extra Mile
If you look at just about any wildly successful salesperson in history you will find that they always went the extra mile. So what does this really mean? Well, it could mean remembering all of your clients’ personal details, doing regular follow-up calls to check that everything is ok or just making sure that you spend more time with each person. Going the extra mile makes you feel good and it makes your clients feel good as well. If your sales are suffering then it is a good moment to take a step back and consider whether there is anything else you can do in order to make more sales. It doesn’t have to be anything that takes up too much of your time or too much effort either. Just think about how you would like a salesperson to treat you and then give others the same attention to detail.
Bait and Switch
This is a very naughty type of classic sales tactic that we no longer see as much these days, mainly because it is illegal in most places. Bait and switch works by tempting people with an offer that doesn’t really exist. Once you get them hooked you then try to sell them something else that isn’t such a great deal for them. This is one old-fashioned sales move you will want to stay well away from. No matter how tough times are, you are sure to find a better way of getting more sales. If you try this approach then you could find yourself in all sort of legal problems. Instead, you can use a good field marketing company to find out how to attract more customers in an ethical way.
Asking the Customer What They Need
A classic approach that is still worth using is to just ask your customers what they need. This is a simple tactic that often catches the customer by surprise. If you deal in an industry known for high pressure sales then people will be delighted to see you use an approach that is designed to help them. Many people get frustrated at not being asked what they need, as they feel as though they are just being treated as a sales opportunity rather than as a person. Taking a few minutes extra to ask a few questions can make all the difference. If you never do this then try this the next time and see what difference it makes. It could be the shift in tactics you need to make more sales from now on.
The Never Ending Sale
Have you ever noticed how some companies seem to have never-ending sales? There are some shops, for instance, that appear to be on the brink of closing down for years. The idea in this case is to inject a sense of urgency into possible customers. The fact that the shop has a sale on suggests that there is a limited time to get hold of a bargain, especially if it is closing down soon. This sales tactic isn’t exactly illegal, provided that you are smart about it and stick to advertising guidelines. However, you do risk annoying customers when they realise that they didn’t really get the bargain that they thought. Finding ways of getting potential clients to feel a sense of urgency is a good idea but there are better ways of doing it. Your company’s retail audits should help to point out what parts of the process could be improved to capture more sales.
Adapting to the Customer
There are many different types of customers out there, meaning that one single approach is never going to work for everyone. Some people prefer to spend a long time asking questions while others just want to get in and out as quick as they can. Being able to identify the type of person and adapt to their needs is a classic sales tactic that will never go out of fashion. By spotting what a person is after you can better adapt your sales pitch to meet their requirements.