Tuesday, 29 September 2015

Stop selling, help your customers buy what they want.

Knowing your product is important. But it is more important to know you customer. 

By knowing your customer, you are better prepared to offer him something that will satisfy his needs. It may sound ridiculously simple but most sales people out there are telling their stories rather than listening.

I, for that matter, practice listening to what exactly my client is looking for. And if I find I do not have what he wants, I suggest him/her the next best alternative. This way, I get to be their adviser ( and not the sales person who is just looking to sell them something somehow) who guides them to what could possibly fulfill their requirement. So when next time when they need something, they know who to call.

Enquire with the customer right atter they get an opportunity to use your product and service. Find out how was their experience. In an era where the market is bustling with the non-distinct and competitive products and services, it is important to remove the "Buyer's Remorse" so as to encourage repeat purchase. Successfully handling this situation will also get you a lot of referral leads which is a heart and soul of successful selling.

Keep a close eye on your customers needs by inquiring about his/her business/job activities. This way you stay abreat with the changing needs of your clients. These insights will help you mke your offering attractive and remain competitive in the crowded market.

Don't always talk about what you are selling. If you start sounding like a typical sales guy, you will loose you edge with the customer. Talk about things that may be of interest to your client or concerning their own business. Give valuable insights about how the business environment is changing around them and how they take advantege of the situation for their own benefit.

Help your customers make a decision. Many a times, customer finds himself inundated with the number of choices. In this scenario, you will have to play a consultative role to help them decide. This is where you can differentiate yourself from others.

And last but not the least, tell your story to as many people as possible so that you get more opportunities to hear about their requirements. Create more consulting opportunities for yourself and your team.

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