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As you can probably figure out, sales are complex with many ins and outs, far too many than can be contained in any one manual.
However, here are a few tips to keep in mind as you master the basics of sales and apply them to your industry.
A sales person’s bread and butter comes from how much they sell. While a sales person can work very hard for those big sales, they only come every so often. Most of a sales person’s income comes from the smaller sales that happen in between. A good way to make yourself look good and also pad your paycheck is to focus on add-ins. Accessories, warranties, line item extras; these often cost little in comparison to the larger products, but when added on to many tickets often add up to higher than those large sales that rarely happen.
A good way to do this is a technique called “Spotlighting”. Spotlighting is where you pick a service or product that almost anyone can use, and offer it to every customer that you talk to. By sheer volume, not salesmanship, people will purchase it. This increases your average sale cost, and adds a nice bonus to your paycheck. It takes almost no additional effort or time, but has big returns.
Not enough has been said about product knowledge, but not enough can be said. If you know your products, than you can answer any question, counter any objection, and add an almost endless supply of accessories to every sale. If you have the personality of a rock, but know your product, you can sell an Eskimo a refrigerator.
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