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Nine sales and customer care facts
Nine sales and customer care facts
April 24, 2009
If your customers are not listening it is not their fault! It is your fault… you are not communicating in a way that they can hear your message.
Your sales presentations/offers and so forth are probably all wrong. Read on...
People have problems/hurts/needs that they want sorted out. You need to know what they are. Ask questions, shut up and listen to the answers.
Customers are only interested in how you can help them relieve the pain or get more pleasure.
People will buy from you if you are able to cut to the chase. Tell them what they will get… Don’t bore them. Be precise.
People don’t buy from you for what you do but for what your product or service will do for them (probably after you are gone). How will they be better off after you have gone?
Customers want you to make it absolutely clear what they will get by buying from you. Tell them how you will make things better for them.
Customers love it when you make it clear that you can deliver. So tell them: “We can do that” and give them some brief proofs or examples.
Customers love it when you shut up.
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Comments
There are different types of customers, and some will require more talking and more listening, however, it really is important to mirror the customer.
If they are being formal, be formal back. Use the same words when it comes to describing what they want.
Talk at the same speed, and at the same pitch if possible. Try and maintain similar body stances, but not in a creepy way!
Finally, find out about the purchasing process. There is no point wasting your time with an influencer, if the decision maker is only interested in price. You can't trust an influencer to be able to sell and idea to someone who is normally their boss - it hardly ever happens! Try and get the decision maker to see you.
[...] This post was Twitted by KateHorstead [...]
Number 4 is especially relevant if you are a pharmacist.
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