What skills needed to be a good salesperson? Nelson Ng, the trainer shared his point of views to participants in the “Retail Selling” workshop that a good salesperson studies his prospect, listens, observes and knows how to translate features to benefits which requires skill and attention.
For example, we all know iphone has features of video calling with FaceTime, a high-resolution display, HD video recording, a 5-megapixel camera, and more, so what? How many people really buy iphone because of the above features the salesman tell you? Or you brought it because it is trendy and fashion? I personally brought a smart phone because of the benefits smart phone provided me which allow me to entertain and occupied my free time when I am on the move.
There are six steps of benefit selling: opening, probing, features and benefits, handle objections, closing the sale and extend the sale. The main goals for opening stage are to put customer at ease and explore. Do you ever experience that promoter makes you frustrated by following you every step when you browsing over the shop products? As a result, the promoter chased you away!
As a good sales person, you have to make your customer feel comfortable to stay in your shop at the first place. You can mention “please feel free to browse through the products and I will be there if you need my help.” Of course if the customer comes with purpose, then we need to straight away attain to the customer needs.
There are more selling steps shared and explained by Nelson Ng during the one day workshop. I like what he mentioned at the beginning of his presentation:
Knowledge = information + thinking
He said that there are nothing new data in the retailing selling skills; it is a matter whether you have put your thinking in it and become your own knowledge. You can simply practice the following questions to improve you selling. Write down 60 reasons people buy from me? 60 reasons why people don’t buy from me?
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