Successful Selling

Have you ever wondered about at what point a potential customer decides they are going to hand over their money for a product or service? I have been thinking about the psychology of a successful sale for about two months now and it has finally occurred to me that there are steps that if followed, will actually cause a customer to hand over their hard earned money in return for a product or service that they them selves did not know they wanted until the sales person helped them to realize it. I mean, its quiet amazing really, when it only takes  few simple steps to guide someone in the direction of parting with money when they don't even know that it is actually happening.
Here are a few steps to help close a sale

 Step #1
Gain the trust of the potential customer. You can gain a persons trust by approaching them with a topic unrelated to them buying from you, for example, 'hi how are you going today'? 'it is so worm outside today don't you think'? Once you have the persons full attention you can start talking to them and asking questions that help you identify what the person is actually wanting and needing from their purchase. Make sure you have a smile on your face and act reasonably enthusiastic.

Step #2
Point the potential customer to the products or service that you have identified they are needing or wanting. This can be achieved by explaining the features and benefits of the product whilst at the same time taking note of the reactions and body language of the potential customer. Sometimes a customer will purchase at this stage if they already had a fair idea of their own wants and needs, but most of the time you will need to progress to step #3.

Step #3
Show the customer that you can relate to their situation and why they are in the market. Show the customer that you have had a similar experience to theirs and that you resolved your experience through a similar product as the one you are trying to sell. Usual they will feel that there is a connection between their own situation and your which gives them a sense of trust towards you. In a majority of situations at this point the customer will start flashing money at you.

Step #4
Once you have reached this stage it is safe to say that the customer remains unsure of whether or not they are going to purchase from you. This could be due to many reasons but more often its because they are still unsure about the product you are trying to sell them. To overcome any doubt remaining in the customers mind, start mentioning positive points about the product, for example, 'have I told about the blue-tooth hands free technology in this vehicle'?

Step #5
Offer alternative payment options if available or point out the value for money. Most of the time the customer will only drag the sale out to this stage if they can't afford the product or fail to see the value. If you still don't get the sale, chances are that the customer has no intention to buy at this point.

These steps may not work every time but I have had close to a 70% success rate using this method, which I think is great.





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