Sales are money for something. Sales are an exchange of goods or services for units of value. They are a referendum from your customers on the usefulness of your company. Every transaction affirms or denies their views or your company’s value. As a start-up, sales are a part of everyone’s job. And everyone should follow the same formula:
- Know your customers’ expectations. Be prepared to clearly explain the benefits of your products from the customers’ point of view. They may not agree or understand everything you are offering and may object but you can overcome objections by addressing them directly. If they have to work to figure out what is in it for them, chances are they will not make the purchase. It starts and ends with listening.
- Exceed your customer’s expectations. Comply with the basics and then think of something extra for your customer. Make it happen and you will be repaid with repeat purchases. This requires a full understanding of customer needs and thereafter, where you fit in to their plans.
- Sales is a process of listening, building, adjusting, exchanging and listening again. It isn’t just being talkative or persuasion. It is a profession that requires listening skills, analytics, discipline and follow through. All are characteristics of a good leader; not simply a likeable person.
Developing satisfied customers are a fundamental part of building a growing company.