It’s Easy To Close Sales And Overcome Objections When You Only Say What The Customer Wants To Hear
One problem that many salespeople encounter when trying to close sales and overcome objections is the fact that they are selling what the customer isn’t buying. The cause of this is talking about the things that interest you instead of what is of interest to the customer.
Why would anyone do that? There are several reasons that cause this even though we all know intellectually it’s the wrong thing to do.
Not Asking Enough Questions
The main cause of selling the wrong things is not asking questions. The only way we can know what to say to make the customer buy is to ask. Be sure every sales situation uses lots of questions before you start selling to determine what the customer’s buying motives are. Asking questions in most cases should be the longest part of a sales encounter.
Not Listening To Answers
Asking is good but listening to the answers is essential as well. Many salespeople are already thinking ahead to what they will, say next while the3 customer talks. Be sure that you listen and understand what the customer is saying before you start selling what is of interest to you.
Ego’s Take Over
Some salespeople cannot wait to show the customer how much they know. Remember the old saying that you can feed your ego or feed your family. You are not there to educate but to find out what will make the customer want to buy.
Use Emotions Not Facts
Remember that no matter how technical the product you sell may be, customers buy for emotional reasons. They do it for status, for safety, for lack of problems and for many other emotional reasons. Make sure that every feature you present is followed by the benefit and the emotion the customer will experience of they purchase your product.
It only makes sense that in closing sales, if you are selling what you know the customers wants and you raise their interest in the emotions that they will get from ownership, they will want to buy. You won’t need tricky closes or strong arm tactics, they will want to go ahead and make the purchase. There will also be far fewer objections to overcome as well, since we all overlook minor problems when we really want to buy something.
Try these techniques and it will make it much easier for you to close sales and overcome objections.
If you found this article helpful, visit www.close-more-sales.info for a free sample of Carl Davidson’s instant video training package “Secrets Of Closing Sales & Overcoming Objections. or call 716-580-3384.