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How to Get Them to Buy It Now.

Getting people to buy stuff from you can be one of the hardest things you've ever done. It's like being in front of a live audience and trying to persuade them that your product is the best out there and you are the only one people should buy from. There's pressure, there's drama, there's action, there's a sale two stores over and this time it's personal! So what's the trick? How do you get someone to buy something from you? I won't belabor the point of knowing all the particulars of your product or service, nor the fact that you need to believe in it yourself. If you don't already have those two things down pat, you should be reading an article titled, "How to get started in sales". So, the important stuff, how to close. There are numerous ways to close a sale, and the one you use will depend on what you can read from your customer or client. We'll say client, it sounds more professional. First, make sure you connect with your client, set the ground work. Shake hands, use your first name and ask for theirs and make sure you use it. Talk about your product, but don't sound like a stereo instruction book. Your client will almost definitely buy your item or a like item from someone, so try to avoid giving them every little bit of technical info. This will almost certainly turn them off to you, and you're just making someone else's sale easier. Instead, relate the product or service to them. I enjoy the FAB formula or Features Advantage Benefit. This takes a product and tells the client what it has (Feature) what that piece or attribute does (Advantage) and the most important part, why that's beneficial to THE CLIENT (Benefit). Always remember, you can tell them about your product till you're blue in the face, and your product might even be the best out there; but people will not buy features, they buy benefits.

So now they know about it, and you've told them why it's so important to them. The trick now is getting them to buy. So, ask them what they think, and listen to the answer. Questions, comments, and even rejections are all buying signs. Even though they might have said "no" they might not have meant it. Some times people say no because they don't understand something about the product or service. Also, think about how you feel when you speak to a sales person, you feel sold to. And that's OK, don't be apologetic because you sell things. Everyone, on some level or another, sells things to others or works for someone who does. Just remember, that people don't care about being sold to, if the product or service fills a genuine need or want. Remember to ASK for the sale, anything else is just giving information. People will loose sale after sale regardless of how much they know, because they don't ask. A simple, "So, shall we get everything started for you?" will often work wonders. Don't underestimate the power of GET IT NOW. I worked at an electronics store that paid commission. There was a young man who kept admiring a keyboard, and every time I talked with him, we ended with him saying "maybe I'll come back next paycheck" until one day I looked at him and said, "Why not just get it now, while you're here?" Sold. Just like that.

Just remember this one thing, and it will all work out. People want to buy things and accept, sometimes even embrace, the fact that they will be sold to. It is the salesman/woman that shows the client how their product or service will fill that need, that want; who takes pride in being a part of that solution, and who remembers to think from the client's perspective while they ASK FOR THE BUSINESS that will close that sale.

Learn more about this author, Christopher Johnson.
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