One of the biggest problem we sales people have is that we tend to hard sell–focused on getting the sale and never focused on getting to know the customer’s desires and needs. Big mistake.
That is why we need to practice what I call “Compassionate Sales”. This means empathizing with the customer, finding out what they truly want, and doing your best to give that to them. If you do this with your customers, they will never forget the experience, and they will be your customer for life. Let’s get started. Here are a few simple, but important ways to practice Compassionate Sales. These tips will give you a “win/win” outcome–you will get to serve them, and make a sale while doing so.
1. Give your customers a warm & welcoming greeting. This may sound like a no brainer, but not every sales person does this. Customers need to know that you are happy to see them and that you are ready and willing to serve them.
2. Be truly dedicated to their happiness. Sell your customer something they are interested in, and another product that will enhance the performance of the first product. This is formally known as “chain selling”, but not only will you get a bigger sale, you will offer your customer something that ultimately will make their product have the utmost performance–which is something they will greatly appreciate.
3. Compliment your customer. For example, if you are selling cosmetics, say “This eye shadow will look amazing with your eyes.” Or, “That is a gorgeous shirt. We have some great lipsticks and nail polishes that will match it perfectly.” With this Compassionate Sales strategy, you can show your customer that you notice them, you can boost their ego a bit, and get a sale all at once.
4. Listen to them. Only refer them to products that address their concerns. You may have something new that you want to promote, but if it doesn’t address the customer’s need, don’t mention at the start of your encounter. You can always bring it up later.
5. Throw in a few tips. The customer needs to feel like you are an expert on what you are selling–not just a sales person. Give them some useful tips on how to get the best results out of what they purchased from you. They will appreciate this, and this will ensure that they will be satisfied with their purchase. And the more satisfied customers you have, the more you won’t have to deal with returns or exchanges–and that saves you a lot of time and stress.
These simple “win/win” tips can be applied to just about any market. The key here is to find ways that you and your customer can get what you’re looking for. And the best way to do that is to show them a bit of compassion. If you do that, you will always come out on top, not to mention, you’ll be their favorite Compassionate Sales Person.