Be the Expert in Your field...
The best performing sales people are seen as the experts in their field. They know to become the expert they must educate themselves, be professional at all times, act in the customers best interest and have high ethical standards.
The expert would come in, look at the situation, evaluate the needs of the client and then he would recommend the best possible course of action.
The expert would never think of recommending a course of action without all the facts. This is as applicable to ant type of selling from fridges to ready to wear fashion.
Step One
The first step Look at the overall big picture you ask excellent questions, carefully prepared, in sequence, which are geared to give you a thorough knowledge of the customer's needs and wants. This also gives you an opportunity to understand the customers buying behaviour.
The first step Look at the overall big picture you ask excellent questions, carefully prepared, in sequence, which are geared to give you a thorough knowledge of the customer's needs and wants. This also gives you an opportunity to understand the customers buying behaviour.
Step Two
The second step is to now do an analysis of the information they have given you. Repeat back the results of your analysis and double check to be sure that the information you gathered was correct. You would ask additional questions to confirm and calibrate the customer. You and the customer would mutually agree that this results of the analysis and it seems to be an accurate description of the needs and wants of the customer and how they see the outcome.
The second step is to now do an analysis of the information they have given you. Repeat back the results of your analysis and double check to be sure that the information you gathered was correct. You would ask additional questions to confirm and calibrate the customer. You and the customer would mutually agree that this results of the analysis and it seems to be an accurate description of the needs and wants of the customer and how they see the outcome.
Step Three
Once mutual agreement has been reached, that the analysis is correct and by this stage the customer should be comfortable with you. You can move on to step three and match the product to the customer, which will best suit their needs and achieve the outcome they require. You show that, what you are suggesting is the best of all possible solutions.
Once mutual agreement has been reached, that the analysis is correct and by this stage the customer should be comfortable with you. You can move on to step three and match the product to the customer, which will best suit their needs and achieve the outcome they require. You show that, what you are suggesting is the best of all possible solutions.
Experts who sell in the way of more as a consultation find that their sales closure is higher and get better results in less time.
Action Steps
Here are two things you can do immediately to put these ideas into action.
Here are two things you can do immediately to put these ideas into action.
First, take the time to do a thorough analysis by asking excellent questions and by listening carefully to the answers.
Second, repeat back and check your analysis with the customer so that you both agree on the results of your analysis- before you recommend a solution.
Here’s to your sales success.
Here’s to your sales success.
Penny
