Whatever the selling situation, the salesperson must establish a relationship with the customer that is based on equality and mutual understanding. By asking pertinent questions in the interview early on, you impart to the customer the feeling that you do not want to pressure him into buying something he does not need or want, nor do you want to make a speech about your product that does not mean much to him. More sales have been lost by salespeople talking too much than by saying too little. I always guided myself by taking the stance that I got paid by the word. Saying less was always better than saying too much.
You should convey the fact that you are there to help the customer solve his problems by presenting products that satisfy his needs. You must first find out the customer's problems and goals. Listen to what he has to say so you can respond logically and with a presentation that is based on products and benefits that match his needs.
Establish a trusting relationship with your customer as early as possible in the interview. Try to gain his trust as early on as possible. Ask questions to find out his problems and needs, then respond with product benefits that fit those needs.
Listen, and respond as directly as possible in the early part of the interview, then elongate your answers later on in the interview as you get more information and gain the customer's trust.
Thank you
Joe D'Ambra
www.basicsofsales.com
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