Helping Customers Make A Selection
Posted: Mon Jan 27, 2025 4:26 am
This, in turn, helps drives referrals. At the same time, the business delivers a product and pays the salesperson – earn and turn – and secures an opportunity to win an ongoing customer that will buy additional products and services that the business offers.
However, when a customer is more motivated to buy than a salesperson is to sell, the situation can become a big win for the customer and a big loss for the business. In most cases, especially for a more expensive item, the customer has to want to buy more than the business wants to sell.
The easiest way for a customer to win is to dig in their heels on a particular point. Never forget that customers have one advantage over your business: businesses can’t pick up and move to the next corner; customers can get in their car and drive to another business.
Clearly, a Win-Win is the optimal outcome, and while no one can cyprus telegram data win them all, everyone has the opportunity to improve their ratio.
In any business, a Win-Win actually means that a salesperson helped the customer select exactly what’s right for them, for example the right color, the right equipment, the right look, the right feel, and of course, at the right price – everything the customer wanted.
This requires a different mindset for most salespeople, one that starts with the premise that a salesperson’s job is to help customers select the right product or service, the one that fills their needs, wants and desires; not simply close a sale.
People Love to Buy, But Hate Being Sold
Most customers come into a business having already done their homework, and are ready to buy, so a salesperson doesn’t have to persuade them, he just needs to help them select a product with the features they want and a price they can afford.
Buyers rate the helpful attitude of the salesperson as one of the major reasons why they purchase. They don’t ever talk about being “sold” on a product, but they do describe how a salesperson created a positive “buying” experience.
However, when a customer is more motivated to buy than a salesperson is to sell, the situation can become a big win for the customer and a big loss for the business. In most cases, especially for a more expensive item, the customer has to want to buy more than the business wants to sell.
The easiest way for a customer to win is to dig in their heels on a particular point. Never forget that customers have one advantage over your business: businesses can’t pick up and move to the next corner; customers can get in their car and drive to another business.
Clearly, a Win-Win is the optimal outcome, and while no one can cyprus telegram data win them all, everyone has the opportunity to improve their ratio.
In any business, a Win-Win actually means that a salesperson helped the customer select exactly what’s right for them, for example the right color, the right equipment, the right look, the right feel, and of course, at the right price – everything the customer wanted.
This requires a different mindset for most salespeople, one that starts with the premise that a salesperson’s job is to help customers select the right product or service, the one that fills their needs, wants and desires; not simply close a sale.
People Love to Buy, But Hate Being Sold
Most customers come into a business having already done their homework, and are ready to buy, so a salesperson doesn’t have to persuade them, he just needs to help them select a product with the features they want and a price they can afford.
Buyers rate the helpful attitude of the salesperson as one of the major reasons why they purchase. They don’t ever talk about being “sold” on a product, but they do describe how a salesperson created a positive “buying” experience.