Do not sell - Make customers buy
Donot sell -Make customers buy
5 easy steps to selling
Selling is a skill.
At higher levels, it
is an art.
If you have not developed that skill do
not worry. The same can be mastered through proper learning and
practice.
Here are Five simple steps for
effective and successful selling:
Attractive Opening Phrase
Use simple attractive head turning opening message or phrase, which
will get the attention of the customer.
Arouse the interest.
Something which will interest them, or
to be precise, which addresses their interest.
Q: Problems they have
Q: Answers they need
Q: Irresistible offers and/or
Q: Anything which can make them turn
their head toward you.
Ensure that the shout out is to the
right audience. More clarity on the right Target community, better
the results.
Ask the right questions
Customers always want to know what is
in it for them.
They are also interested to know if it
is suitable for them.
Take subtle control of the situation by
questioning the customer.
After all, asking the right questions
give you control of the situation, and also makes the customer feel
that you are traveling in the right direction.
Lead the questions towards the
solution.
Go deeper to understand the real
problem.
Discuss their pain points
to let the customer know that you
have understood them better
It is not necessary that customers have
to be completely transparent about their pain points or buying needs.
There could also be some under current – a reason which is not
obvious during the initial discussions.
Hence it is very pertinent in this
scenario to ask probing questions, to reach the root cause of the
need. This will help the seller to understand “THE” pain point
and the real need helping him to provide “THE” right solution.
Build the Trust
Can I trust this person is the question
which every customer asks himself when discussing with a seller.
After all, the sales guys are there
with the customers to take a cheque from them.
An expense.
Sale is Transfer of money from the
customer's pocket to the seller's pocket. It does not happen thay easily.
The customer should have complete faith
with the seller before placing an order to buy something.
The Trust building happens in two ways.
Or in other words, with two important components.
One: With very good product knowledge.
Two: Creating a perception in the minds
of the customers that you are acting in his interest or in the
interest of solving his problem.
Others like brand or reputation could
help, but during the sales call the above two take driver's seat.
Avoiding any talk about the seller's
company or its products, but focusing only on the pain points and
solutions to the same is one of the key factors in trust building
during a sale call.
Trust building also happens very easily
when an existing customer or some one whom the customer trusts
recommends.
Provide the right and efficient solution
Here again providing the solution
should have the “customer's interest” tag.
After all, why would a customer buy a
product from us simply because it is good, just because it has
excellent features, just because it is from a top brand.
They buy a product only to get relief
from their pain.
The suggestions should be towards
solving or reducing the pain point of the customer at a price which
they can afford.
Period.
Sell the idea of the product in the
mind of the customer, before selling the product per se.
Make it easy for them to decide
Yes – donot sell, make them buy
Not all the right solutions offered by
a trusted vendor, get converted to orders. Sometimes the final push
is very critical to close an order. Else all the effort put in with
the customer will go waste.
The budget, cost benefit ratio or even
having learnt to live with the pain for long, could be few factors
which may postpone the decision of the customer.
When it is observed that customer's
approach is casual, or with reduced interest, the urgency factor
has to be introduced.
There should be some incentive for the
customer to decide fast. This usually comes through an offer which he
may not get at a later date.
Examples like year end extended
warranty, special discount, bundled special prices, free-bees,
whatever, which the order can accommodate.
At the same time the
customer should perceive a value of the offer; and he should want to decide
before the deadline of the offer.
Let us stop selling; Employ these 5 simple looking, but, effective steps.
Let the customers buy from us.
Founder and Principal Consultant
Marg Consulting
Business Upturn& Debt Management Expert
Partner and CBO
Vac Softtech
http://muralimarg.blogspot.in/
Connect: reach@coachmurali.com
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