10 Rules to closing sales

-
Blog post number 111.

It's been seven years of front line sales work, I start to think it's about time for me to move on to do something else. Doing sales may prove to be challenging work, especially for a fresh grad or natural introvert which I think I was once both.
Doing sales has toughened me up greatly. Along the arduous journey from which I didn't start off from a sales background, I have come to realize the following rules on doing and closing sales these years...

  1. Smile



  2. Speak your customers' language

    Communication is tough if one speaks chicken and one speaks duck. Language is really a power tool.
    Ok, now where's my Google translate...
      3. Cluck cluck... you talking to me?


  3. Ask and listen before you speak.

    There's a Chinese saying: "The more you talk, the more err." So learn to listen first.


  4. Speak with confidence and conviction

    When you do open your mouth.


  5. Identify the potential client

    80% of your sales come from 20% of your clients?
    If the customer cannot describe what he wants (as he doesn't know what he wants at the moment) and doesn't seem interested in what you have to offer, then he's a 'browser'.
    No need to waste your breath further.


  6. Avoid technical or bombastic terms
    Use simple terms to instill ideas. Customers would not be impressed, they would be confused instead.


  7. Avoid giving too many choices

    Because that makes it hard for them to make up their minds. Customization is going to be the new trend.


  8. Engage

    Look at what product(s) they seemed interested in and engage them about it, eg. list some pros and cons for them (but more pros of course). At the end of the day, they will feel good if they are the one who comes to the decision of purchase. Don't make them feel force-fed.


  9. Be prepared for After-Service

    In times of complains / feedback - instead of giving explanations, it's best to offer solutions to the problems they encountered.


  10. Appreciation

    Customers might not be always right (I am sure your boss tells you otherwise). Still, do acknowledge their feedback and remember to say 'Thank you'.


***

Comments

Post a Comment

Popular posts from this blog

Shit happens and I lost my low-hanging fruits

-
My SAYE account has just hit its 25th month anniversary which is also the "month of maturity". Anticipating to get the 3.5% bonus interest for all these months of saving, I was shocked to see only $17+ cash gift credited as opposed to a few hundred dollars. I was about to send a message to query the bank what caused this interest plummet versus what I got in the 13th month when I came across a debit transaction in my account history (GASP!). To my oblivion and horror, I have accidentally selected my SAYE account to transfer $50 to a joint account to foot some bill in one of the months last year. Here's the terms and conditions for those who are not familiar with the SAYE account of POSB. "To receive the additional 3.5% p.a. Cash Gift Interest, ensure that you do not make any withdrawal from your POSB SAYE account." "If a withdrawal is made in the month, this will result in the previously accumulated additional 3.5% p.a. interest to be forfeited." Damn.
Read more

Letters of Administration / Probate - DIY application

-
Image
It's been almost 2 months since my mum's passing. I have not had the mood to blog as there's simply too much for me to settle - both tangible and intangible stuff.  For the first month, there's like a void in my life that I couldn't get used to because I was so used to the daily routine of taking care of her. It felt like a boulder lifted off my shoulder, as I was near breaking point; but this boulder was not gone, instead it shifted to my heart. The passing was sudden but not unexpected. My mum's condition deteriorated rapidly after her last fall, which led to hospitalization, and every hospitalization made her more frail. On the last discharge she could barely sit up in bed. My mum  did not leave behind a will  because she did not see a need to at that time when she still had a clear state of mind. Without a will, I would need to apply for the Grant of Letters of Administration (instead of a Grant of Probate ) in order to administer her Estates. (Note: If ther
Read more

Success in life

-
Image
Different levels of our life and career Level 1 - Aimless You have no earthly idea what you're doing or where you're going. You have no direction. Level 2 - Stuck You can envision yourself doing better but can't seem to get out of a rut. You might work hard but experience very little progress. Level 3 - Coasting You are going through the motions. Your life is on cruise control. You do what you have to do to survive. Level 4 - Developing You are steadily growing. You've had incremental improvements over the past few years, and your relationships and career have excelled. Level 5 - Thriving You are operating in your sweet spot. You don't have to do anything. You get to do everything. Level 6 - Mastery You are doing so well that you're in a place to help others do the same. from  "Leveling up" by Ryan Leak I came across the above while browsing IG and it made me reflect on how success in life and career is defined. Which level am I at now? In my early 30s
Read more

Time or Money? II

-
Image
Some time back last year, I briefly penned a post Time or Money?  at a point when I was gloomiest about work. Today incidentally, I caught something interesting in the book 4-hour Workweek : "People don’t want to be millionaires—they want to experience what they believe only millions can buy. Ski chalets, butlers, and exotic travel often enter the picture. Perhaps rubbing cocoa butter on your belly in a hammock while you listen to waves rhythmically lapping against the deck of your thatchedroof bungalow? Sounds nice.  $1,000,000 in the bank isn’t the fantasy. The fantasy is the lifestyle of complete freedom it supposedly allows. The question is then, How can one achieve the millionaire lifestyle of complete freedom without first having $1,000,000?" This set me thinking.
Read more

Insights from interviewing candidates

-
Being the sai kan g Ops Manager, my new add-on duty currently is to hire for a HR generalist position for the company I am working at (before I get a new add-on duty of  the human resource manager too). Here are some interesting takeaways from the interviews I have conducted - 1) Those who don't know how to give 'model answers' for the standard questions asked, I know they have little or no experience in interviewing and recruiting people, as well as being interviewed. "What do you know about our company xxx?" *stumped*  "Thank you, exit is over there." 2) "What makes you leave your current position?" Ah, I have to watch out for complainers. Those who talk a lot of 'bad' stuff about their current work. You know? I know. Most standard answer - "I want a change of environment / industry." (The nicer way of saying I don't like my current workplace.) Ok... so what kind of environment are you looking for? Wha
Read more

Disclaimer:

The contents of this blog are author's personal opinions and do not constitute advice to hold, buy or sell any securities, commodities or assets mentioned. I do not guarantee the accuracy and reliability of any information provided, and shall not be liable for any losses incurred from reading my posts or using the materials herein. This blog may contain affiliate links to external sites.