When you speak to any customer, your primary aim should be to find out as much about their needs as possible. Knowing what they want to do or achieve will help build a picture of what you can do for them, and open new opportunities for sales.
It's worth taking notes of each conversation and referring to them before you call or visit. This can help build a relationship. For example, if a contact mentions an upcoming holiday, you can ask if they enjoyed themselves next time you speak.
- learn to listen - often the best sales people are those who listen more than they talk. Being attentive to the customer's needs makes them feel important. You may also pick up on information to help make a sale
- ask the right questions - always start with questions that can only be answered 'Yes'. For example, asking your contact if they would like to increase efficiency or quality is unlikely to get a negative response
- move on to open-ended questions - this will reveal more about their needs. An insurance salesperson might ask when a customer plans to review their financial arrangements
- ask the customer if they have any questions about your product or service - if they ask questions such as 'When can you deliver?' or 'How many do you have in stock?', take it as a cue to close the sale
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