Do you think the way you sell is the best way? You may be a great salesperson but still use some old fashioned sales techniques. The world is always changing and so do customer expectations. If you want to deal successfully with your customers, avoid these mistakes presented on Entrepreneur.com.
1) You do not sell the solution
People will buy the product from you because it solves their problem. So spend less time describing your product and more assuring the customer that your product will solve his or her problem. Although a lot of customers say price is the most important factor in the decision process it is not.
2) You depend too much on your sales presentation
Of course, a careful preparation is important. But when you spend hours creating a presentation and become dependent upon it, you can easily discourage customers. Your presence is much more important than the perfect presentation.
3) Do not ask difficult questions
If you want your customer to trust you, do not be afraid to ask difficult questions. Only with this attitude you can really understand his or her problems. Ask these questions:
- "What do you think about our price?"
- "How do you like our conditions?"
- "Why do you want to work with me when you have been with my competitor for such a long time?"
4) You present your product without an intention to close
When you start to present your offer, clearly tell your customer that your intention is to have him or her use the product this week. There may be reply like "I do not want to rush it". Then it is good to say that you understand, but you just wanted to be clear.
5) You share the price of your product at the end of presentation
This is a mistake made by many salespeople, because we were taught to build value and then tell the price. The result is that the customer is wondering during the entire presentation what the cost is. After you tell your intention, tell the price of your product. Then it is up to you to justify your price.
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