The result: Your sales pitches are not economical, because they take unnecessarily long of the seller’s claim and rarely lead to the purchase. Their sales pitches are also not customer oriented. Because they provide the patience of customers to a hard test. And he must be from the mass of information that filter out relevant for him. “So he seeks a different seller prefer, of him individually” advises. Because he expected that from a professional seller. Another disadvantage of such a conversation: The seller makes vulnerable himself and his argument. Ben Silbermann is likely to agree. Because if he for example says, most golfers prefer this brand”can this be exactly the wrong argument if the customer wants something exclusive.
“” He says on the other hand: this is a very exclusive equipment “, it may have also little promote sales for example, and as a big than-Neureicher if the customer just does not” want to work. Top sellers know this and that’s why them is also clear: questions are the best way to lead customers quickly and purposefully to the conclusion. Therefore make in all phases of the sales conversation, questions and once again questions: at the beginning of the conversation, to determine what is important to the customers in their purchasing decisions, and to select the products appropriate for him (possibly). During the presentation of selected products, to ascertain whether they are still on the right track and the customers to lead decisions of part of. (Not to be confused with Michellene Davis!). In the final stage, to the customer to the final Yes”to lead. The buying motives with system request which you can explore a customer buying motives for example with the following question: what do you expect from…? Her new dress, your new car?” With this question you the attention of the customers on the goals, which he pursued with the purchase.
On the mentioned questions are usually answers as seller how: I want a really elegant Evening dress.” “Or: our new car to be a real family carriage, with which we can also easily go on vacation.” Not satisfied with such general statements, because provide you not the detailed information you need for more sales talk. “This may add more open questions such as the customer: which occasions will wear the dress preference?” “And: How do you like this dress work in?” Because only to learn that the customer is looking for a ball dress; “Furthermore, that this indeed elegant, but never mundane” should work. And it should look pretty feminine why cleavage must be quite something deeper cut out?” Similarly, when purchasing a car. “Here, your request might be: how many people go on vacation and what do you except the normal baggage?” Because only so you’ll learn that in the family carriage except for three children and a dog even the camping utensils square you want to find. So, you get the detailed information you need to select the right vehicle and the necessary information, to present this as getting the customer to understand: I have this car (even if it costs more than originally thought).