SALES

How to be a great sales person

As the closing date of our business is approaching we need to think of ways in which we can make sure we have no excess stock after the closing date. Learning how to be a good sales person involves mastering sales techniques. At the end of last semester we learnt how to make the perfect pitch and now we have learnt the different sales techniques that help with closing a deal. By combining the two it makes for the perfect sales pitch.

The different sales techniques that we can practice include:

T account close – This technique is where you help the consumer weigh up the pros and cons and is usually works for logical and mathematical people. With our product it is evident that the pros of our raincoat includes providing exclusivity, making a fashion statement and being able to express your individuality during that other raincoats hinder. The cons may be that it comes at a price, although it is not unrealistic.

Emotional close – This appeals specifically to the emotions, such as pride, prestige and safety. This technique usually works for buyers who are looking for safety and security.

Compliment close – This close works by boosting someone’s ego, in the case of our business this close would be very useful as we have the opportunity of complimenting the consumer on how they look in the raincoat. This works well with people who have big egos.

Assumption close - The sales person acts as if the customer has already said yes. It works by ask open ended questions such as how can we deliver it to you and how would you like to pay? This close could work well with our product. I have used this close before when a consumer has been interested in a product I was already writing the receipt.

Continuous “yes” close – The sales person asks them questions that are designed to be answered ‘yes’.

Summary close – This is a summary of all the benefits that the customer will receive if they purchase the product.

Follow the leader close – This is done by adopting people to be associated with the product’s image. When we were deciding on models for our first photo-shoot we decided to get models that are well known and that go to UCT.

Standing room only close – This close creates a sense of urgency. The sales person explains that the product may not be available tomorrow. This technique works well with people who seem likely to buy, but can’t commit.

Over the next month our group will be working on these sales closes in order to maximize our sales.