The close of a sale is often decided by the words and attitude of the saleperson. How can you be more successful in your approach to sales? If you change your attitude and one word, you can control the sale! Here’s how:
Focus on benefits, not on industry details.
Customers only care about how a product or service will benefit their lifestyle and meet their needs. It’s usually not about the details or the specs that seem so interesting to you. Start with benefits, and only visit the details if they ask or show interest.
Focus on the value, not discounts.
If you only show a customer one price to consider, he is more likely to shop around where there are options. The key to keeping a customer interested is to highlight the added value that the customer will enjoy with your product or services. Steer away from discounting prices, this only sets the pricing standards for the customer’s next purchase with you.
Focus on teaching, not homework.
Homework was something that many of us found unappealing. Your customer is most likely one of us! That is why it’s important to “teach” your customer how your product or service can help them meet a need. Customers will buy from people who educate and help them understand.
Focus on the customer, not yourself.
Everyone knows that you want and need to make the sale. Most likely, the customer probably doesn’t care; nor should he. When you focus on the customer’s needs, you will close the sale.
Forget about focusing on your competitor! In today’s market, it is more important to shift your focus and your sales efforts to the person that needs you the most – YOUR customer!
Contact the team at R2R Marketing and let us help you refocus and achieve your goals today!
