A journey of a young, UK based, Muslim

Key sales skills

The following information can be applied to any type of service or product related business or even to your current sales orientated job. If you are setting up in business sales and marketing are key to your businesses success. The techniques I have devised here use a CCTV instillation business as an example (my dads to be exact). So they are real life and can be applied upon your staff if you have already reasonably grown your business or to yourself if you are just starting out. And they don’t just apply to b2b sales either. The techniques have been tested by me in a telesales and face to face sales environment as well.

You must be able to communicate information in a positive and confident way to secure the sale of any product. You need to be a quick thinker and well on the ball with what ever it is that you are promoting or selling. Any questions that the possible customer has about the product need to be answered or tackled by you in a professional and confident mannerism.

You need to develop that trust with the possible client to achieve their trust in you is to have done 60% of the sale already. Your confidence and knowledge of what you are selling will carry you through on this. So make sure you are clued up about the details that a customer may need to know about your product or service.

You must be able to ask the right questions to secure a sale

· Do you need ( product)

· Have you ever been (in such an such situation)

· How would you like (such an such product/opportunity) at a special rate/price

· Do you ever find yourself saying (I’m a little bit short on cash)

· Have you had a break in, burglary, vandalism? (You need C.C.T.V system to prevent it in the future.

· Ever thought about getting your business secured from theft.

· Do you spend a lot of your income investing in other business ventures, have you ever thought about using a small amount of that income to invest some security into your existing business. To save you from major loss from burglary theft vandalism.

· Use the replies the customer gives you to sell the product/service so you can apply the sale directly to the customer’s individual needs.

· Work out demands that could possibly be applied to the clients situation and use the clients vulnerable areas to relate them to how your product can help them.

How I would go on to introduce a sale

• I understand your situation and I’m here to help you out with that this is what I can do for you.
• Our company has outlined you as a special customer via a recent customer accounts check in regards to this I can offer you (a promotional offer. (make the customer feel special. Feel valued; feel that they are 1 in a million on every call or face to face opportunity.
• I’ve had many customers in the boat as your self (give examples to customer) so I can see were your coming from this is how I helped them.
• From my experience and from the information you’ve provided me I think so and so product would be extremely beneficial to you or your business.
• Id strongly recommend, if you can spare a few moments of your time that I take you through the excellent benefits of this product.

Promoting the product/service

• Outline all the benefits of a product, try to associate each benefit with the customers individual needs (linked to the fact find at the beginning)
• Advise the customer why they cant get the same offer from any other company. Use comparisons of other companies e.g. SUPER SHARP NIGHT WATCH CAMERAS are only £79.99 and are £25 lower than (other CCTV company) .
• Promote any edge that the product has over any other product or company e.g. this is what our company offers which is a lot better than what the other company offers.
• Make sure the customer understands all the benefits you’ve just explained. The human mind dislikes things they are not fully informed about especially in sales.
• Let the information of the product sell its self. A company puts a lot of research into what type of language they use to advertise their products so always remain confident that what you are selling is already established and can practically sell itself.
• I may not know which one of the products will attract the customer so all the benefits need to be promoted consistently.
• Put a positive twist on every thing you are promoting never let any aspect of a product sound bad to a possible customer/client.
• Try not to give the customer an opportunity to say no until you’ve said your piece
• Handle all objections positively and professionally in a detailed and confident manner

Closing the sale

• summarise all the information you have just provided to the customer
• Allow the customer to confirm that they understand what they are agreeing to.
• Advise the customer to air any questions they may have regarding the product
• You have to be able to answer any of the customer’s questions with confidence and professionalism so you need to make sure your product knowledge is sound and up to date.
• Thank the customer for sparing their time
• Advise them that if they have any questions they can contact you (again being personal, making the customers feel they are in good hands and also professional at the same time building that trust.

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