Last week we discussed in a blog post that you don’t want to be perceived as a salesperson by a customer. The following benefits of not seeming like a salesperson were identified:
Customer will trust you more
You will stand out from the competition
The customer will not feel like they are being ‘sold’ a product or service
So what do you want to be known as?
In short, you want the customer to think of you as a consultant.
Think about some words and phrases to describe a consultant versus a salesperson.
A few that come to mind are:
Worried about prospect
How do you appear as a consultant when it is your job to sell?
As humans, we don’t like conversations to be one-sided. Most people in sales will spend too much time talking about things that the customer doesn’t care about. This is a surefire way to make the customer uninterested in the conversation. Ask questions to get them talking.
As a follow-up to asking questions, you must listen to the customers’ answers. If you are asking good questions to find out about their situation and not listening closely to their responses, then you will be unable to present your product or service in a way that appeals to them.
By listening carefully you will be able to hear their biggest problems and how they have affected job performance. Try to think about things from their perspective. Be genuine. Try to help the customer solve their problems. Avoid being too pushy and words that are associated with a salesperson. Pretend like you are talking to a friend and not a potential customer.
Present How Your Product Solves Their Problems
Now that you know the exact problems that the customer has and you’ve built rapport it is time to present how your product solves their problems. Remember to keep a similar tone when asking for the close.
People hate to be sold - they want to buy. They want to feel like they are in control. Being a consultant and not a salesperson makes them feel like they are still in control. Remember that next time you are talking to a potential customer.
If you want more tips on sales, we have free online videos for you to watch.