Value-added sales have increased in popularity and are now among the most popular and common sales approaches. The service or product offered by your L.A. company may be good, but throwing in that extra something to make the service or product unique and more valuable will ensure that your company reaps huge rewards. Not only do value-added sales differentiate your services and products from the rest of the market, but also encourage buyers to approach your company before turning elsewhere. Effective sales training can help you learn how to better add value to your services and products to increase the turnover of your company.
Adding the Right Kind of Value
The kind of value added will vary based on the kind of services and/or products you offer. The value added must be useful to the buyer and must also be unique. Distinctive values and product worth help in motivating buyers to purchase your services or products. The market must also be considered when adding value to your services or products. While some items of value may be useful to a particular market, it may be worthless to another. A careful study of market conditions will help you decide how to add value to your services and products.
Commodities vs Products
Commodities are the products that have established a name for themselves in the market. They are usually expensive and deliver excellent quality. Inexpensive products are generally new items that have just entered the market. They are fairly cheap and potential buyers perceive them as low-risk investments. Adding values to inexpensive products is the key to converting them into commodities. Through sales training, early adoption of unique techniques can help a relatively unfamiliar service or product turn into a market hit.
Interpreting the body language is a necessity in Los Angles CA
Understanding and being sensitive to the body language of potential customers is a very important and useful skill that any L.A. salesperson should acquire, especially if they want to benefit from a sales opportunity. Interpreting how body language can help close a sale is essential for everyone in the profession of sales.
How can understanding body language help you sell better?
Body language plays an essential role in every interaction. Unless you are observing, you will have little or no idea of how your client is responding to what you propose. No matter which field of sales you are in, being able to comprehend body language and how it can help you close a sale is an added advantage. It also helps you get out of a situation. It will also help you improve your own body language.
What key signs should you look for?
Check to see if your client is drumming his fingers in any way. This could mean that he is frustrated or bored. You should also try to notice open hand gestures. Open hand gestures mean that someone is willing to talk to you openly/candidly while on the other hand, palm face down means that they are controlling themselves. Make sure that you look for a sequence of gestures and patterns because a single sign could mean nothing. Noticing these signs could also tell you when you should clarify a point.
How can you tell when a deal can be closed?
One of most common signs of when a deal can be closed is a potential client leaning forward. In case you see a client pick up and fidget with a pen, it could be mean “Where is the paperwork?”
Closing a sale is the bread and butter of all sales professionals. Making sales is a great way to earn money, ensure that your job is safe, and help L.A. businesses grow. In order to ensure that you’re making effective sales, you will require two crucial traits as mentioned below.
Confidence is the Key to Success
Sales professionals must display confidence at all times when on the job. Sales training is something that will help you acquire the confidence. Simply giving excellent sales presentations may not be enough to facilitate sales. You will have to approach potential clients and ask for sales. Customers may be pushy or lack confidence at the time a sale is in progress. There may be several other reasons as to why he/she may not be fully confident of going ahead with the purchase. It is your responsibility to ensure that your customer changes his/her mind and say that they want to buy your products or services because of the convincing skills of a salesman.
Timing is as Important as Confidence
Timing is a crucial factor in determining sales. After you have presented the benefits of a product or service that meets every want, need and desire of the buyer, it is the right time to complete the sale. ‘Trial closes’ must be used early in the sales process as it will help you monitor your progress. You should ask customers if you have covered everything they want to know about the product, or try to find out what they think about your product as you present the product or service. Asking these questions too early or too late may not go well with your L.A. customers. Effective sales training will help you master timing and other skills required to be a motivated salesperson.
Making a good first impression is an important challenge we all have to face. This is especially true when you are a salesperson because the first impression you make can determine whether or not you will close the sale. When someone you meet for the first time makes an assumption about you depending on your appearance and body language, reversing this judgment is close to impossible.
Tips to help you create great first impressions in L.A
Creating a great first impression is not an easy task but it is not impossible. You just need to remember a few key lessons that will make people trust you. Once you earn their trust, you won’t have to struggle to sell something to them.
Maintain a clean and respectable appearance to let people know that you are hard-working and reliable. Your appearance and body language forms 93% of what people use to make a decision about you when you meet them for the first time. Never go to an appointment with wrinkled clothes, dirty clothes, worn-out shoes, uncombed hair, etc.
Try to call your customer by name as soon as possible. This tells them that you are focused on them and that you appreciate meeting them.
Make sure you arrive a few minutes before the scheduled appointment time. Never be late unless it is completely unavoidable. In such situations, be sure to call beforehand and let them know how long they need to wait.
Offering a firm handshake is the first thing you need to do once you meet your prospective customer. This will let them know that you are serious about what you do.
Try to smile pleasantly to tell your customers that you are happy to meet them. Always maintain a confident eye contact to show that you are paying attention to what they are saying.
These tips should give you some guidance on how to give a great first impression when meeting up with clients in L.A. The rest is up to you and how strong your sales statements are.
Step 1 – Let the Customer Blow Off Some Steam in LA
Sales personnel who cannot handle difficult people may lose much more than just their hair. A sales job usually requires you to handle a difficult customer from time to time. But, you need not worry too much about it there is a 3 step plan you can use to handle them effectively. Doing things right and planning carefully can help you handle difficult customers successfully and become a star sales person in all of Los Angeles, CA!
Upset customers just want two things: they want to convey their feelings and they want all their problems solved. Most sales personnel feel that customers expressing their feelings are a waste of time as they are only interested in solving the problem. But the customers will never listen to you unless they have spoken first. Make sure you listen to them attentively and assure them that you can fully understand them. This will increase their confidence and they will yield.
Step 2 – Problem Solving
The next important thing to do once your customer has calmed down is to begin solving his/her problem. You can begin by asking questions that can help clarify the problem. Be sure to listen to everything the customer has to say before shooting another question.
Customers sometimes leave out critical information because they get overwhelmed by their emotions. Make sure you ask questions that can help you fully understand the situation. Make appropriate notes about the problem and tell the customer what you are going to do about it.
Step 3 – Make the Sale
Once you tell the customer about how you will be sorting out the issue, the customer will be fully relaxed and will be in a normal state. This is the time for you to jump in and begin with your product and your sales strategy. Now that you have heard your Los Angeles, CA customer’s problems and also offered to solve it, you would have connected to him in a better way and the chances of closing the sale are also high.
Importance of Attitude while Selling in Los Angles
The most important aspect of selling is attitude. A positive, “can-do’ attitude is required for salespeople to be effective at their jobs. A charismatic personality and confident attitude has been shown to be the best tools to attract customers. As successful entrepreneurs say – A positive attitude gets positive results. The customer base is now bombarded with various marketing campaigns and people in cities like Los Angeles, CA, are quite jaded. A winning and resilient attitude is required to win over such customers. Confidence, care and pride about the company and its products generate the right attitude for selling.
People are inherently drawn in by confident people and this could mean added revenues for companies who have confident and dedicated sales teams. Training institutes in places like Los Angeles, CA, have specialized courses to help build confidence. A successful sales person must also have pride in his/her company and its products. Confidence, pride and intelligence will boost the trust that customers and clients place in a company. Finally, all marketers must have a caring attitude. It must be evident that they care about the well being of the customers and that they respect them.
Attitude During Tough Times
The recent global economic downturn has seriously affected the sales revenues of all companies. People have become more cautious and as a result, sales people are facing tougher rejections more frequently. It is hard to keep a positive outlook and bounce back from constant difficulties. Perseverance and hope can help maintain a positive attitude and this is bound to get results. A negative and defeatist attitude will make people give up easily, which will fuel these negative sentiments further.