How do you get your customers to make a decision during a sales call?
One of the biggest problems sales people run into on a regular basis is a customer or prospective customer that can’t make a decision or commitment to buy. Of course the customer needs to give the final ok, but a good sales representative can influence the decision by the way they represent the company and themselves. As we all know, not all salespeople are alike.
Here is a trick all sales people should know. It is an easy way to make your customer focus on making a decision that will result in a sale for you!
Your company may offer the best products for the best prices, but one option a customer always has is to say no. Yes, the dreaded “No thank you,” or “Not interested at this time.” While the customer understands the product is great, and has been offered the best price, he is still thinking of his bottom line. Is this product something he can do without for a few more weeks? His decision lies between purchasing or not purchasing. Well, why not give the customer another option. For example, if you were to walk into a store and see a pair of shoes you like, the decision is to buy or to not buy. However, if you find two pair of shoes you really like, the question easily becomes which pair should I buy. By giving the customer a different option, a good salesperson can eliminate the NO in their decision.
Think about it. This happens to everyone on a daily basis. From booking a hotel room for your weekend getaway (there is always more than one type of room), to choosing a breakfast cereal at the grocery store (chocolate or honey nut cheerios), a customer that is given good options is more likely to say yes than no!
Look close at the options you are offering your customers. If you are not offering any options to your customer, try it on your next sales call. Give your prospective sale two versions of your product and see how the conversation changes. It will be easier to close the sale.
Thanks for the new post! Hope to see more soon.