Do You Know Your Prospect?
They felt that they could trust him. They began to share their dreams and the pains of their life. They would do anything he suggested because they trusted him and he truly desired to help them. They didn’t have to be persuaded because they did that to themselves. They would race to sign because he allowed for them to convince themselves. If you want to be a good salesman then you need to think of all of the pain they could potentially have without your product and how that is hurting their life. If they don’t have it then they will never buy. Next you need to think of all of the great things your product will offer to help them achieve their goals. If they see your option as the way to solve their problems and to get their feeling of success and importance then there will be nothing to stop them from getting involved with you and your company. Here are some tips to help understand your prospects and create the avenue to help them understand themselves:
1. Write a list of all of the potential reasons people would buy your product.
2. Why would they buy it from you?
3. Why would they buy it from your company?
4. What would be all of the problems that can be solved through your product?
5. What would be the benefits of any client having your product?
6. Ask each of your sales what caused them to buy from you.
If you can’t find these answers to these questions (there should be more than one) then you should not sell your product. It will be hard for you to find trust in your product and company. They will recognize your doubt and you will find yourself hating your job. Understand the complexities of your customer and then you will understand how to help them.
I then listen to him one time and it seemed to me like everything just clicked. I understood that he was having a conversation. He was doing something that I wasn’t doing. He was listening to each person and truly focusing on them. He would not only respond, but repeat the same thing that they had said. It was so simple. It was so easy, but it allowed for him to connect with this individual on the phone. He would summarize what they said and repeat again and again. He was listening and they knew that he was.
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Filed Under Sales And Marketing |
Tagged With conversation, listen, reasons-people-buy, salesman, trust
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