Error sales No. 5: Think only to products
The best salespeople are those who develop the ability to turn products into solutions to the needs and dreams of our customers.
A seller of homes, for example, must be able to go beyond the bricks, coatings and columns. A good seller should look into the soul of the customer who does not buy just four walls, he buys feelings and emotions:
- Culmination of a family dream of owning a home
- A man who wants to build something lasting
- A woman who aspires to live at home and feel the “hostess”
- Couples who want to buy a house to see where their children grow
- A couple who wants to invest in something to leave to their children
- A place where you can relax after work
- The independence and freedom of a young man in his first home
- Etc.etc.
The main problem for many companies and also the reason why many companies sell is because they have invested little in research and training the sales force. Companies must train their salespeople so that they are ready to “serve their customers” and not to “serve our customers.”
When the seller serves the customer goes beyond the product itself. We offer solutions and not mere commodities. When serving a customer, the seller is honest and creates empathy. The customer found in solutions offered to the satisfaction of their needs, thus closing the sale will take place in a natural and positive.
When the seller uses focuses on customer numbers, the conditions of sale, the marketing tricks and a thousand other things, except on customer needs.
So during the next negotiation remember:
- You do not sell products, you sell solutions!
- You do not sell services, you sell simplifications and you want to make life easier for your customer!
Tags: Error, Error sales, products, Sales, salespeople
