To sell, you must find out what the customer wants to hear … To do this, ask him the right question. What is it? What can it save us? When to ask it?
Pascal wrote: “It is better persuaded by reasons we have found ourselves than by those that came from the minds of others.” In trade, in fact, only the client knows the right reasons it will buy the product or service we want to sell. The role of business is to discover them.
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Before you sell anything to someone, you must first understand their needs. Here are some ways to do this:
Before meeting the client, do some research to find as much information as possible about his business? Read appropriate journals, find articles about their product or industry journals in the library, read the Wall Street Journal. Find out who are the competitors of your client the changes affecting their business and what its main concerns are. Remember that you will get the information and insights about the most important commercial concerns of your customer by contacting him directly.
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Properly attend to the customers of a company is not as easy as it sounds and sellers must have tolerance “no”, the staff is dedicated to service, handling complaints, cancellations and returns, you must be very patient, empathetic and tolerant as they face situations of disagreement should not be taken as a personal problem. It is important that those who occupy these positions are careful to note the following:
1. No personal conversations with other students if there is a customer waiting to be served.
2. When you start the dialogue with a customer, greet and show an attitude of service, kindness and good treatment.
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This found that increased spending is getting new customers to keep those who already have … Do not lose your clients, follow these simple steps and keep them happy.
1) Always get as much information as possible from your customers, surveys, talk to them and do not be afraid to engage in conversations beyond business.
2) Know your customers, not just about accumulating data, analyze information and know your customers. For each sale message, make two public relations. Remember that nobody likes to be sold, but we all love to shop, do not saturate its customers with sales information.
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How to Sell More: I have always felt very privileged to be working with the public. However, often we are seen shopping after long waits for disinterested and unmotivated employees, who even appear that we are bothering them. The cost to your company not only lies in the salary of these employees, but all missed sales opportunities and the possibility of establishing lasting relationships with repeat customers if they received a better deal. Always remember that customers tend to always go to the same bakery, tobacconist, grocery store, supermarket, shop…. Why? Because they feel well cared for.
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Attracting a new customer is much more difficult than maintaining one. No mistakes and promote consumer loyalty, know the best way to address complaints.
It is proven that customers buy good service and good attention, on quality and price. Even the industry where companies are more likely to lose or win consumers is customer service.
Why? Simply because when the consumer goes up to this segment, he does to make contact “with their company.” So, are identified as the organization itself, as the visible face.
For all these reasons, it is important for companies to act in the best way to meet the demands of people, and above all avoid the following mistakes:
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The sale is easy …
A significant number of people think that selling demand great efforts. The reality is that when you meet a potential customer, it is easy to waste time and make life difficult.
In fact, there are tricks to save you time and effort and increase your sales. Here are seven of these things;
1: Do not act like a salesman
As soon as you start to speak or act as a salesperson, your customer will fall and be suspicious. He automatically thinks you want to sell a product, it will react so negatively, and naturally will be on the defensive.
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One of the biggest fears any sale is that the client says no at the end of a presentation or negotiation. It would be fascinating if one could have a magic wand to make a presentation after using our wand with the customer to say YES buy it. Magic tricks are not my thing, but what I share with you today is a very simple and effective for the client to tell whoever I want, I want, what’s next?
This weekend I was in the park with my 2 year old son. Like all children the more grows with more energy and are becoming bolder in what they do and explore. Typically a child! Now came a moment that my conversation with my son … That was more NO, DO NOT go there, not get up there, do not get it to her mouth, in order of finish Nose endless and so exhausted to say NO.
This made me reflect on two things I usually talk to my customers and my courses and sales training and coaching and interestingly he was doing with my son.
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Customers want to be helped but first want you to listen to them!
It may seem strange, but they are really very few people who listen to their interlocutors. And I mean not only listen to their needs but the act of listening in general.
Men especially are highly motivated to solve a problem rather than to listen. In fact, as children we were taught to solve a problem quickly to give an answer quickly but rarely told us to listen to others.
Even the vendors are unfortunately accustomed to presenting their products as incredible opportunities for our customers’ needs but nobody wants to hear from you what can be useful, without first you have listened to their needs.
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The current sales organization has basically three gaps that may be an obstacle to sales and income of the company.
Here we see briefly what those gaps and what can we do to fill these gaps:
● The divergence between the needs of the seller and the customer
● internal differences between the sales force and marketing.
● Poor use of the Internet and Social Networking
Divergence between the needs of the seller and the customer
The seller often wants to close the deal and praise for presenting the characteristics of the product and the company that produces it, unfortunately, this technique often fails or not the expected result, since the seller’s attention focuses on the product and not the customer. What sellers really need to understand is “how the customer feels in that situation” and “as a solution to offer customers to overcome that condition.”
The seller, therefore, must shift its perspective and focus on customer needs by offering a solution. In this way, the sellers will no longer only one who wants to sell something, but will be considered a business partner, “a consultant”.
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