Online business courses for entrepreneurs is the first and most important assistant when it comes to setting up your own business. Registering your business is just the first battle of the war. Next, you need to learn how to sell your product to the customer, respond correctly to their objections, and conduct successful deals with future partners. Just for you, we have collected sales techniques offered by the very best online business courses for entrepreneurs, and found programmes that will help you master dozens, if not hundreds, of selling techniques in just a few hours!
Which sales techniques are outdated?
The postulates, which the employees of many stores still firmly believe in, have long outlived their usefulness. For example, always saying hello to customers or trying to make eye contact with them does not boost sales at all. The advice “to postpone all tasks and stand at attention when the buyer appears” does not contribute to the increase in the company’s turnover, too. Also, sellers often use mostly open-ended questions and clarify what is important for the buyer when choosing a product, trying to detect their hidden needs. In fact, customers do not like to talk about their needs; an experienced salesperson should on their own what drives and motivates the buyer who tries on a cute necklace or the fifth pair of sneakers in the last 10 minutes.
Among other non-working outdated sales techniques, there is the advice to “not ask about the price that the customer is counting on and can afford.” Actually, a clear price limit will allow you to sell the product at the cost expected by the buyer. And the technique of 5-step sales, which includes establishing contact, identifying the needs of the buyer, presenting several products, dealing with objections, and the final sale, does not work well, too. The customer is not a fool — they can find the product they need on their own. Your task is to lead them to the purchase after they have made their choice. You don’t need to adapt to the buyer and please them in every way. The manipulations that consultants often use almost never work.
Then how do you sell your goods? We’ll tell you which sales techniques are most effective and explain how Lectera Online University can help you learn how to sell anything to anyone.
Top 5 techniques ensuring you sell anything to anyone
Technique 1. Expensive and very expensive
It’s suitable for waiving objections about the cost of the product.
You present two products to the customer: expensive (i.e. yours) and very expensive. Considering all the advantages of your offer (and we are sure there are enough of them) and its comparison with a more expensive product, the customer is most likely to choose the product that is cheaper and more beneficial for them personally. It is important to demonstrate these benefits while keeping in mind your target audience and its needs.
This technique works great for selling products through online stores (but not on marketplaces where there is a variety of goods and the buyer can compare two similar offers by themselves). If you have mastered this sales method, then take the “Sales on Global Online Platforms. Conquering eBay, Amazon, Alibaba” course from Lectera. It contains detailed information on the introduction of products to international markets, their correct positioning, and the secrets of successful sales, even in highly competitive fields.
Technique 2. Warm relationship
You can use it to keep the customer. It can be used both for offline trading and in an online store.
Offer your customer a discount. If they use it, it means that during the next order or purchase in an offline store, you can offer them more related products or an interesting newly-designed product. A regular customer (let’s say it’s a person who has bought certain goods from you more than three times) can be asked to fill out a questionnaire, thanks to which they will also receive a discount on a certain category of goods that they often view. This will remind them of previous interactions with your product and permanently attach them to the brand.
Technique 3. A running fire of questions
It’s suitable for the sale of a certain position (including for manufacturers of several products from different segments).
Let’s say a potential customer enters your store; they’re looking for a gift for their son. The consultant can ask about five clarifying questions: how old the child is, what his hobby is, whether the buyer just wants to please their son or give something actually useful to use in the future, and so on. With each new question, the customer will more and more catch themselves thinking that they trust the seller’s opinion more than their initial intention to buy something specific. That means that the customer will give in and listen to you. After all, since all your questions are so accurate and hit the mark, then you know the store’s assortment well. With this technique, the consultant can lead the customer to buy the item that needs to be sold.
One of the best online business courses for entrepreneurs, “Active Sales: Efficient Client Interaction Techniques” offered by Lectera, advises you not to just bombard your customer with questions that lead to selling a recommended product. This is not the only technique that works. In the lessons of the course, you can find several more 100% working sales techniques, created to convince and persuade even the most capricious customers and turn their refusal into desire to purchase.
Technique 4. Attention management
You can use it to sell goods at a higher cost than the customer anticipated in advance.
Does a customer ask you questions about a product? Seize the initiative and ask them a counter question after answering theirs. Make sure the customer can’t answer yes or no. For example, a customer tries to choose a personal organizer and asks the support service for the characteristics of a specific model. Answer their question and ask them to tell you what exactly they are looking for in the product, what is important to them, and what is not. End the answer with a suggestion to choose the product that best meets this particular customer’s needs.
Technique 5. The three “yes” rule
You can use it to sell goods to a customer who is unsure whether they actually need to make a purchase.
Have you noticed that a customer is viewing a certain product in an offline store or visits the product page in the online store for several days in a row? Ask them what exactly is interesting about this product. Ask three questions, each of which the customer will say “yes” to. This way they will sell the product to themselves. For example, “This is not your first time in our store, is it? Do I understand correctly that you are interested in this particular model? Do you like its characteristics/price?” You can try to use other phrases, such as, “Are you interested in vacuum cleaners without dust collectors?”, “Are you looking for candles with a light and unobtrusive scent?”, “Do you want to find a dense fabric dress?” The main task of the consultant is to ask the right questions that will convince the buyer that their choice is correct.
Online business courses for entrepreneurs advise not to stop at the mentioned above methods, but to use the entire arsenal of buyer’s attention management techniques. You can learn the full version of this arsenal in the course “Perfect Sales System: Techniques for Closing Any Deal” from Lectera. In addition, the programme contains practical modules explaining how to present your product as efficiently as possible, win the customer over from the first minute, deal with their mistrust, and influence their loyalty to the brand in the future.
Try one of the techniques described above right now and you will be surprised to learn that they work equally well in offline sales and online stores. Regularly explore new ways to sell products, try different tools, and keep a close eye on which ones your target audience reacts positively to.