Knowing how to handle prospects and how to close the sale is not in everyone’s blood. Some people are naturals, sure, but for the rest of us it’s not always child’s play. It can be a bit of an art and a bit of a science. But just as a seller will attempt to get a good read on his or her prospects, the customers are also doing the same to them. They’re identifying just how authentic this guy is and whether or not he’s just spewing same old “what do I have to do for you today to get my sales commission” speech to every last life form with a heartbeat and an Amex that stumbles through the saloon doors.
If you take a look at some of the best sellers, you can begin to pick out trends and traits that help them earn your trust and ultimately close the sale. Here are a few things you can do right now to help earn customer trust and not only start meeting those sales quotas, but start generating repeat business.
Step 1: Identify the buyer’s problem
Nobody wants to be hit with the 79 features of the Sabretooth 9,000 Blender if they’ve never even had a smoothie. Two of the most common complaints that buyers have with sellers are that either they don’t listen to the needs of the customer or that the seller simply does not understand the product or service. It’s tough from a sales perspective. The customer assumes you’re going to waste their time. How do you approach that?