Also, with most inbound sales scenarios like selling cars, it’s important to remember that most people are there for a reason.  They are already interested in buying what you sell.  This is often forgotten by salespeople with a bad attitude.

With these things in mind, here’s a list of good things to do when selling to consumers.

Remember names

It’s important to not only remember your prospect’s names, but to use their first names often.  Maintaining rapport is critical to building trust.

Be assertive

Keep your prospects in line by reminding them that the reason there there is to purchase.  Consumer audiences tend to feel threatened in a sales scenario, so if they express any hesitation or fear, you should justify your position by saying something like, “I understand that, but I also know that you wanna put all of the shopping behind you.  That’s why I want to make sure to understand your needs so that I can help you make the best decision possible.  This is an important decision.”

Focus on communicating value

This sounds basic, but everything in sales is “basic”.  Many salespeople simply talk about what a product IS rather than what it will provide for the consumer.  It is far more important that the buyer understands what the product will mean to him or her than understanding how it works.

By remembering to focus on these few simple things, you should easily be able to improve your numbers this week.