MARKETING AND SALES STRATEGIES THAT WORK
The Wrong Car Salesman. This guy would not stop talking about a car long enough to know that I just wasn’t interested in it. Yet he kept going into detail about that car.
My kind of Car Salesperson. I met this a very pleasant sales lady. She took the time to introduce herself and to ask questions of me to learn what I wanted/needed/did not want in a vehicle.
Her questions were along the lines of “do you have a preference about petrol consumption?” “Do you place comfort over function?” and “Will you do more city or highway type driving?”
She covered all of these basic questions before we even started to look at the vehicles on display. Upon answering these questions, I learned that I wanted/needed a vehicle that got good petrol mileage and was more comfortable.
This wonderful saleslady found out that I would buy comfort and good petrol mileage. So, this is what she proceeded to sell me and I have had no regrets.
That saleslady did not try to sell me a car of any type – she sold me what I needed/wanted. I just happened to drive away in a sedan.
Do not sell what your customer will not buy:
The first time you hear or read my tip this week it may seem a little odd. But by the end of this article it will make sense to you. The tip is, “Never sell what the prospect won’t buy.”
How can you do this? The quick answer is – don’t mention what you’re selling until you know the prospect will buy it!
It’s as simple as that.
Ask what your prospects needs/wants or doesn’t want. By doing this, you’re basically asking “what they WILL buy.” Once you find that out, use it as your selling point. This is what they will buy! How do you know for sure they will buy it? They said they would!
As an example: I’m talking with a prospect who answered an ad for “working from home.” I ask them why they want to work from home – if they say, “So I can spend more time with my children.” DING my bell goes off That is what the prospect will buy! I don’t know if he’ll buy, “debt f.r.e.e company with 12 international patents”. I don’t know if he’ll buy “my up-line is making $20,000 per month.” But what I know he’ll buy is the ability to “spend more time with my children.” So that’s all I sell!
In another example, let’s suppose you’re selling skin care products. You tell that person you have a product that gets rid of pimples and that person replies, “I don’t get pimples.” Well, you just destroyed your sell. From that point it’s very awkward to back up and say, “Well I have a product that reduces wrinkles.”
Instead, start by asking something like, “Do you use skin care products?” “What do you use them for?” With the answers you get, you’re able to communicate and sell them what they need; not what they don’t need.
A sharp salesperson knows exactly what their customer should buy, even more than the customer. If a person walks into a store to buy a drill bit, for example, the smart hardware salesperson will ask enough questions to get all the information before they make a recommendation. Questions like, “How big of a hole do you need?” “How deep do you need the hole?” “What material are you drilling through?” By asking the right questions, that salesperson will sell exactly what that prospect needs. You see, the prospect didn’t need a drill bit; they needed a hole.
Another angle on this is to eliminate what your prospect doesn’t want to figure out the right products for them. If your prospect doesn’t want to work for his boss any more, then you sell her that- The tools to quit her job and embark on her rewarding network marketing venture.
teamrich.wordpress.com – people don’t like to be sold, they like to buy