The Art of the Sale

May 312012
 

My career has been in sales.  I think that selling is fun!  I have the opportunity to meet and talk with a diverse group of individuals everyday, from all walks of life.  The best part is that during every interaction I learn something new!  People are fascinating – you never know what is going to happen.  That must be why we like to people watch! 

Over time, I realized that selling is a art and a science.  A technique or dance between the buyer and seller.  Now, the official definition of selling is offering to exchange something of value for something else.  It can be money, goods or services.  For the seller, you have to leverage a combination of persuasion, timing and effective communication (with a sprinkle of luck).  For the buyer, understanding your “needs” and how the you want them met is what drives the exchange.

 If the exchange between the buyer and seller is done correctly, everyone is happy and the needs are met for both parties.  I thought I would share with you my perspectives as a seller and buyer on how to make the exchange work for everyone. 

The Buyer

Conduct research on the product or service you want to purchase.  Then ask yourself these questions:

  • What is most important to me about the product?  For example, if your in the market for a new car, is space or fuel mileage most important.
  • How much do I want to spend?  This will set boundaries for the buyer and seller.  Only products that fit the price range are open for discussion.
  • What questions do I have for the salesperson?  This is critical for both parties.  The questions for the salesperson is really a test to see if you made the right buying decision and a check to see if there was something  missing from your research.

 

The Seller

  • Listen to the customer.  This act alone is the difference between a good and bad salesperson.  Answer and ask all questions based on what is being said by the buyer.
  • Clarify.  Restate what is being said by the buyer.  This ensures that you understand the buyer needs and what’s important.
  • Be the expert.  Once you know the buyers needs, communicate the product features and benefits.  The seller’s job is to tell the buyer something they didn’t already know. 

 

Now, go buy, buy and sell, sell.   Happy buying and selling!

 May 31, 2012  The Art of the Sale Tagged with: ,  Comments Off on The Art of the Sale