Although most people love to BUY things, they hate being SOLD things. That’s why the most common response to a salesperson’s question, “Can I help you” is “No, thank you – I’m just looking.”
So, how do we get past that fake barrier and really find out how we can truly help our customers? The first step is to stop asking how you can help and as Nike says, Just Do it! Simply, by not asking, you can bypass the notion that you are attempting to sell them something and find out how you can help them.
In order to do this you must have an established sales process that allows you to truly identify your customers’ needs and help them feel good about the buying decision they are going to make.
The difference between an ordinary salesperson and an extraordinary sales person is the way they make the customer feel. This is actually the simplest part of a sales process. Most sales professionals fall short in this step. Though it’s so simple, it’s hard to do. The good news is that it is achievable. It starts by being genuinely curious and discovering what is important to your customer. You do this by starting a conversation and discovering your customers’ needs. By making a friend you will make a sale. There’s a saying, people buy from those they know and like.
Once you are able to identify your customers true needs, you will be able to help them find exactly what they are looking for in a product and/or service. This is done by developing a strategy of asking relevant questions. The outcome is you go from being a salesperson that creates an occasional great experience for your customers, to one who creates it over and over again.
Remember, people don’t care how much you know, until they know how much you care.
Jaime Marco is the owner and President of Evolve Business Consulting. Jaime is a graduate of the University of Central Florida in Orlando and earned a Bachelor’s Degree in Interpersonal Communications. Jaime has an established, comprehensive, and proven background in sales, branding, training & development, leadership coaching, facilitation, change management, business development and professional speaking – experience that she has cultivated over many years.