Research shows that it's more important to customers that the salesperson understand their needs than that they understand the salesperson's products and services. Customers have a strong need to feel understood.
The mistake made by many salespeople is to assume that they know what the customer wants. Often the customer misleads the salesperson by stating what he is looking for. The salesperson would jump the gun and go straight to propose his products and services.
This is a mistake. Even if the customer tells you what he wants, those may not be his needs. A want is a preference whereas a need is a necessity. We know that people don't just buy what they want, they must also buy what they need. A good salesperson will convert all wants into needs, for needs are stronger reasons to buy.
Like you now want to upgrade your phone to iPhone 6. But if your existing iPhone 5S is still working fine, there is little need for you to buy the new phone. What if Apple now make the new iOS software can only work best with iPhone 6, you will feel the need to buy the new phone. That's what you have to do as a salesperson. Make all their wants become a need.
All customers have only 7 needs: need to make more money, have less work, have more peace of mind, have more people like them, save time, go the next level and achieve their aspirations and dreams. As long as you can serve one of more of these 7 needs, you'll have the sale.
The next secret in sales is about how you sell. In order to understand the customer's needs, the salesperson must ask questions. But he must earn the right to ask questions. A salesperson earns the right to ask questions by prefacing his questions with a logical reason why he is asking them. For instance: "So that I can recommend the best possible solution, I need to understand... and fill-in-the-blank."
Finally, the 3rd secrets in sales is about how you sell successfully. Here how to phrase the questions is critical. If the salesperson asks the best questions, he will get the best answers from the customers.
To find out more about how to ask the best questions so as to get the best sales, come for Successful Selling Strategies course on 13 Feb 2015 Friday 9 am to 12.30 pm. Better still, come also for 6 March 2015 Friday 2 to 5.30 pm "Challenger Sale Method". Register for both at 30% discount. For details of the courses, click here or see below.
SUCCESSFUL SELLING STRATEGIES
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Master the 7 Strategies and Outsell Your Competition Today!
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Date: 13 Feb 2015 Friday Time: 9 am to 12.30 pm
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Venue : The Plaza #02-346 7500A Beach Rd
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Fee: $298 each. $199 each for 2 pax and above (33% discount). $149 each for 5 Pax & above (51% discount). To book your limited seats, email to andythecoach@gmail.com or call 6225-1784 Miss Idah.
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Everyone wants to get more business, but with the economy still slow now, what can you do to pull ahead?
If you try to pull business away from your competitors, you have to be prepared for a price war. Another way is to poach the top salesperson or sales manager from your competitors with high salary. This is fast and furious, but it too starts a talent war. How about going all out with aggressive marketing to get new prospects? This again puts you head on with your peers, who can always retaliate easily with even more marketing budget. The issue is how long you can last. If the above does not work, what can you do? We believe that the solution lies in Successful Selling Strategies. This means that you must do things strategically and systematically. There are total 7 Successful Selling Strategies as follows: | |
Power-packed Contents Include:
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