Sell Don't Tell - Selling Tips that Work

You may think that the title says it all, but it doesn't! Let me break this down for you. First of all, the typical salesperson wants to tell the customer why they should buy from them and how their product or service is better than everyone else's. This does not work. The customer wants to know what's in it for them - how will your company make them money? That's what gets attention and eventually makes a sale. By focusing on the customer and their needs, you will close more sales.

In order to be successful, you have to have a unique selling proposition (USP). Everyone else in your field has an USP and if your company does not have one as well, it's best that you develop one before you start calling on customers. Think about it. How do you make yourself stand out from the competition? You've got to come up with something that is going to set your company apart from everyone else. For example, if all of your competitors are from the local area and only offer same-day delivery, then you can sell nationwide same-day delivery.

Here are some useful tips to help you come up with an USP that works in your favor:

The customer is interested in what you're offering, not how much you're making. Think about your customers and ask yourself, "What do they want?" and "How can I offer them what they want at a competitive price?" Also think about the type of people who will be buying from you. For example, if your business is primarily ex-servicemen and their families, then you need to offer a product or service that will make their lives easier or save them money.

Come up with three reasons why customers should buy from you. For example, if you sell lawn mowers, then your three reasons could be safety performance and efficiency. You also need to have an enticing offer, not just a product or service that you're trying to sell.

If you are selling on a commission-only sales model then your USP needs to be something that will make the sales process easier for both parties involved. So for example, if you only want to pay the person who makes the sale in full after they've made it (then you can start paying them as soon as you get the order), then your USP would be "pay up front and save money.

Focus on the customer needs and wants. Think about what they need and what they want in the product or service that you are selling. If possible, do some research to find out what else is out there that is similar to your product or service. Ask questions like, "What other companies offer this?" or "Which of these competitors sells this similar product/service to ours?"

If you are selling a high-ticket item (i.e. something that you think is going to be expensive), then start by focusing on the features of the item such as security, performance, appearance and reliability etc... Then move onto how your customers can save money on it than their competitors by eliminating the unnecessary features (i.e. a car salesman would go through all the bells and whistles of a nice car like heated seats, GPS, etc... but then tell you that it's available without all the extra features).

If you are selling a commodity product (i.e. something that is low in price and not unique) then focus on the benefits such as savings, money-back guarantee, performance, safety etc...

The USP should be written out to two lines: one for what your product or service is and one for what sets you apart from everyone else in your field (i.e.

Conclusion

In order to have a successful sales career, you need to think about your product or service and what it is that sets you apart from other companies. Your USP should focus on how the customer can benefit from it and not just how much money they are going to make from it. Also, think about your customers and what they want before coming up with a USP.

I hope this article has been of help to you, and if so then please leave a comment below - I would really appreciate it!

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