Salespeople are always looking for their next sale. Whatever product or service you are selling, it is important to see it through the eyes of the buyer.
There are several strategies that can help you capture the sale. The first step is you MUST do your homework about your customers. Ask yourself the following questions:
- Why would they buy your product?
- What’s in it for them?
- One of the easiest and most overlooked components in sales is establishing rapport.
- It’s important to immediately gain common ground.
- Look around their office or business as you enter and find something you can comment on or talk about
- Be genuine.
People don’t care how much you know until they know how much you care. Here is an example.
One of our best customers came on board during our first sales call. When we went into his office to give our presentation, I noticed a picture of the local university’s new stadium behind his desk. I asked about his seats in the stadium as I pointed to the picture. He lit up and pulled up a seating chart on his computer and proceeded to tell me where his seats were and how he was right at the 50 yard line and could see everything. He went on and on about different games and how much he enjoyed football.
When I gave the presentation it was as if we were lifelong friends visiting instead of a sales presentation. He was very engaged in our conversation and asked all the right buying questions. In less than 5 minutes after my presentation he signed our agreement and began using our services.
People want to do business with people they like. In order for most people to do business two things have to take place.
- What you’re selling has to make sense
- It has to be affordable.
That doesn’t mean it must be the cheapest. The customer needs to understand why they need your product – and the value to them must be greater than the price they are paying.
This blog is courtesy of Spark & Hustle local sponsor Cookie Advantage. In 1998, Kim Carns and her husband Duane founded Cookie Advantage, a customer follow-up company. Cookie Advantage is a creative “Customer Care Follow Up Program” we designed to help businesses develop a relationship with their customers by sending a “Customized Gift Tin” full of delicious “made from scratch” chocolate chip cookies as a way to say “Thank You and to offer an individual message or a survey. We have a 60 – 80 percent return rate on our surveys and we help businesses gain both repeat and referral customers.