Most salespeople make a mistake by not asking the customer about their needs.
Most of them just jump in and explain what they like about the product.
The first thing to do when you are trying to sell a product is to build rapport.
During your presentation check if you have established rapport
You can do this by changing your position
If the client follows you, they are in sync with you
Rapport establishes trust
If you didn’t build rapport, you have not created the trust. Without belief, no matter how good your product or service is, the clients will not buy from you
This occurs when you hesitate during your presentation
One of the best ways to do that is to introduce difficulty relating to your product
Maybe the price will go up. Perhaps your product will not be available when they need it
I can’t afford it
When the customer says “I don’t have enough money.”
They are stating that you haven’t shown enough value for them
Prove them how affordable the product is through payment plans, by describing the cost over a monthly, weekly, and daily basis. Or, you can show them how it will make them save money
When you are talking to the customer, they are resistant to buying your product because they don’t want to be sold.
Some other reasons that the client won’t buy:
Time- Some people are not in a hurry by nature.
A lot of people say that they don’t have time. But, if I can show you how to make money or how to save money with this product?
They will make the time to save money. Time is not an issue if you can prove the value.
Need- Some people know they need this product, some people don’t, it is your job to make them aware that they need something.
We should ask ourselves “Does the customer need this product?” And show why they need this product.
To make that sale, you need to create rapport using the rapport techniques.
Make them clear what benefits the product has for them.
Show them how they can afford it or how will make them save time.
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