It goes without saying that you know a great deal about your work. You have a high level of expertise and can have answers ready to all conceivable questions to complete a sale.
Yet technical information and demonstrations of product strength can sometimes seem daunting. Of course, everybody is open to recommendations, but it can be a lot more useful to show the customer specific benefits – ideally using their own words.
What do they need it for? Where might it be of use to them? Pick up on the customers’ words and incorporate them into the product description. Don’t overwhelm with technical information, but ask specifically which aspects are important to them.
This way, you will help them to get exactly what they really want – and of course they will get it from you.
You can have some points prepared to draw upon:
- Place yourself in the position of your customer. What would really be useful to them?
- Take note of all the aspects of a product that would benefit your customer.
- Ask your customer what their priorities are and pick up on their choice of words.
- Present them with potential solutions and place the focus on value.
- Avoid using too many facts. This could scare the customer off.
If you are already addressing what your customers will “get out of this” in your reasoning, then you will not make a sale, but rather help the customer to buy – there is a world of difference.
Related: When To Fire That Abusive Customer