Guest Post By Eileen O’Shanassy
Successful sale representatives connect with their customers to make sale pitches more effective. You have to know who your buyer is, why they are interested, and how to close the deal in a way that makes you both happy. The following four tricks can help you create the type of connections needed to save a sale.
Ask Probing Questions
Consumers have different needs and wants. A sale pitch works better when you know how to approach each customer individually. For example, some people only care about product details while others need to hear about how much money a product will save them over time. Probing questions help clarify needs and wants so you can better know which products and services are the best fit and the type of pitch to use.
Offer Hands-On Experience
If you sell a product, bring your Equipment Carrying Cases with you to show off your wares. Have buyers get a hands-on look at what they’ll be purchasing. If you sell a service, offering a free trial or a taste can be enough to close a sale or just get them interested. Make sure they get a chance to see what you’re all about and what makes you different.
Point Out Pain
Once you know more about the personal or business challenges a customer faces, you can then better select and promote a product or service to help improve their life. For example, if a landscaping customer complains about poor irrigation, you might save a sale by emphasizing how a specific product or service can turn a dying brown lawn into a lush, green paradise. This tactic involves repeating the customer’s problem back to them in their own words to show that you are listening and then offering a consultative solution.
Discuss Something Personal
Many reps save sales by connecting with customers on a personal level. For example, you might explain how a product or service offered by your company helped you in a situation that is similar to the customer’s. Additionally, instead of trying to sell products/services all of the time, you might build rapport through several separate discussions about family or work. You can then save a sale by simply emphasizing your trustworthiness and that you are offering a product or service because you believe that it will help the customer.
Offer an Incentive
Some customers need incentives like discounts, cash back, and branded or unbranded merchandise to agree to spend money. For example, you might offer a customer a branded or unbranded umbrella or bag as an incentive. It is important you know when to offer an incentive. The best time is usually during the negotiation stage when the customer seems hesitant. Many customers hesitate because they want to see what type of a “deal” they can get by waiting to buy.
Although you must put out a lot of effort to save a sale, the work is worth it. Connecting with customers can help you build long-term relationships that lead to repeat sales, referrals, and new customers.