Adding Value During A Down Economy
A client just said to me “Tim, what can you do when people say they are not buying”? The fact is you may be inviting that comment when in fact people will buy, but now more than ever we need to deliver our product & service benefits to the customer’s values. How do we do this?
1. Ask open ended questions
2. LISTEN LISTEN LISTEN
3. Deliver benefits to the customer based on what they said, NOT what you want to talk about.
4. Ask the customer “what are your thoughts based on what I said”? Listen and really decipher if they get your benefits.
People have to sell and buy things during this time, however, now more organizations are being careful of their purchasing. This challenges the professional sales rep and their abilities. If sales people only sell when things are good I contend they are not true sales professionals.
Suggested Learning Activities:
1. Make a list of products
2. For each product list 3 benefits
3. For each product list 2 problems or challenges your product or service addresses if not solves.
4. Write out 3 open ended questions that will drive a deeper understanding of why each customer buys your type of product or service.
NOW you are closer to selling value!
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