If you are a salesperson, or want to be a sales person, this guide will introduce you to the world of sales, varying from car sales to shoe sales. There are two components in the world of Sales: Skills and Attitude.

The Skills Aspect

ASK QUESTIONS! Find out what the person wants and needs. Generally speaking, needs should come first. If the person needs 8 large trucks for their company, and wants a super cab, find them the large truck first. The super cab can wait.
LISTEN! Listen to what the person is saying. If the customer wants to buy a black shoe, get them a black shoe.
PRESENT! Show the customer a variety of products that closely match their needs/wants. If the customer wants a large van, find several models with varying features.

The Attitude Aspect

Smile. When a person walks into a store, they most likely will avoid the one who seems emotionless or mean. Simply by smiling, you make yourself look like a nice person who will do anything to help the customer.
Don't be pushy. If the customer decides on the less expensive item, let them pick it. Don't come up with reasons why they should buy the higher costing one just to see your commission grow. This is one of the main reasons why you would lose a sale.
Overall, have a positive attitude. Get the customer whatever they want within reason.

Process (the * means that this step may not apply to all fields)

1. Meet and greet The second the customer walks in the door, you should approach them and introduce yourself. If you're in the car business/similar field, ask if they have an appointment. If they do, show them to the area they should go to and find another customer. If they don't, move on to step 2.
2. Needs assessment Find out what the person needs.
3. Product selection Find various models of the product they are interested in, and go through the benefits of each option.
4. Demo let them try on the shoe/sit in the sofa/ test drive the vehicle. Let them get a feel of what it would be like to own.
5. Confirm selection ask them again if this is the choice they really want
6. Trade Appraisal Tell the customer what the item costs, maintenance fees, etc.
7. *Negotiate price If the price is flexible (Generally car sales) find a suitable price, work with the customer to find it.
8. *Agreement have the customer sign a contract
9. *Delivery Arrange to deliver the product at a certain date/time.

Learn more about this author, Billy Par.
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