Sales Techniques

In all likelihood, your small company has been focused mostly in attracting new prospective clients. All companies start with the cool letters and the inexorable truth that nobody will come and buy unless you publicize your product in some way. Now, the reason why looking for prospective clients is important needs no further elaboration, but the importance of focusing on existing clients, rather than simply putting up a sign that screams cars for sale under 1000, can be quite beneficial.

The notion of keeping your clients around is one that many a business have failed to understand. A simple example is a used car salesman. The difference between a trustworthy salesman and someone who is only after your money is clear. From the viewpoint of a consumer, the one salesman who cares about your needs is not forcing any deal down your throat, but will listen to what you have to say. The dealer who just wants to make pay will most likely go to any length to get your signature down.

The consumer always knows the type of salesman he’s dealing with.

I’m not arguing that there is good and evil. I’m also not implying that the evil salesman never gets a sale. There are certain sales techniques that work better than other. As a matter of fact, short-term is just as important as long-term. The point here is that focusing solely on short-term business might hurt your long-term clients. A car salesman can forge a lifelong relationship with a client if he is able to meet the client’s needs. That’s how to close the sale. The client, knowing that he will get what he needs by going to that specific store, won’t flinch when the time to change cars comes again.

Another example is Warren Buffet, one of the richest men on the planet. In one of his most famous quotes he responds as to why he doesn’t like eating at new restaurants. The gist of it is that there is no reason for taking the risk of going to an unknown place, being that he already knows the food of his favorite restaurant will satisfy his needs. Why take the risk?

By keeping in mind these techniques sales will improve before you know it.