Error sales No. 2: Do not listen to customers
The sale usually can be likened to a psychological exercise through which the seller should find solutions to problems or needs of the customer.
Do not listen to the customer’s equivalent of going to the doctor and while you try to say you have a strong stomach, the doctor insists on administering a miracle drug to ease the headache. A customer who does not feel listened hard to buy a product.
Listening means understanding which product meets the needs of your customer. Do not focus exclusively in providing any information about the product. It could be enough a single feature of your product to fill the needs.
Listening means looking beyond the price and conditions. The customer wants to know first if the product you offer that meets its specific needs.
Listening means understanding before offering a solution.
Listen and read between the lines, sometimes some substantiated claims are not critical reviews, listen to understand what is needed and what is not.
The sale is made of key issues such as product presentation and closing of the sale, but this can not be achieved if there is empathy, if you do not enter into a harmony that make us involved and participate in the negotiation.
Listening to customers goes far beyond simply “hear” what he has to say. Listen to the customer means looking in his eyes, shake hands and have a real interest in her situation. Only when you “participate” in the negotiations for the customer, you are no longer just a vendor, but will become a solutions provider, and then the customer will be ready to buy from you without a doubt.
Started to sell more of that, learn to listen. Practice at home, at work, with friends, or wherever you are. Try to be sensitive and understand what people try to say what he wants to communicate, what dreams…
Remember:
“The best seller is one who listens more and talks less”
Tags: customer, Error, Error sales, Sales
