It's not usually about price, these sales techniques uncover how and why your customers want to buy
This is the second article of a four part selling cycle broken down into eight major steps. Part one focused on How to Find More Customers
The four areas focus on How to Find, Sell, Close and Keep More Customers. We continue the series discussing step 2 of 8:
All too often, salespeople focus on the price and product, and as a result the consultative step is skipped.
The claim is that THE PRICE is all the customer cares about. The question is then, if the lowest price is the most important factor, why do high quality or high service companies have so much success?
Think about these comparisons: Timex vs. Rolex, which would you prefer as your watch?
Would your rather spend the night at Motel 6 or Hotel Ritz? Our research indicates that what customers really want is value for their money, based on who they are and what is important to them.
The best salespeople will take the time to get to know who the customer is and what their buying motivations are, before worrying about selling a product or service to the customer.
Take a car salesperson, for example. Customers are not looking to just buy a car in most cases. What they are really trying to solve is a transportation challenge. It might involve getting their kids safely to school, reliable transportation for their business, or even something specific for weekend activities.
All too often it is a combination of multiple things.
What are the real customer needs in your industry? What challenges or problems are you solving when you sell them your product or service?
Knowing what a customer really needs when selling is critical in creating more sales success. Instead of trying to sell, try thinking about how you can help them. If you view it as an opportunity to help someone and not just another way to make money, you will actually make more money in the end. Imagine if doctors only focused on selling medicine, instead of making sure they found the best solution for you to get better.
So how do you determine how and why the customer wants to buy from you?
Be disciplined and execute these five steps:
1. Be a great observer.
Different customers have different personalities. Knowing your customers personality will tell you why you might need to adapt in order to help them with their decision. There are many different analysis of personality types; we often use the DISC method. Studying your customers actions and not just their words will be very useful.
2. Ask questions.
Prepare a set of questions that will give you the basic information you should know about your customer before attempting a sale. Also have a second set of questions that will gather more detailed information from the customer.
About the author
Jaime “Jim” Hernandez, is president of Strategic Business Communications, Inc. which ranked #4122 in INC magazine’s Fastest Growing Companies in America. He contributes a column about marketing for Latin Business Today. A motivational speaker, marketing consultant and trainer, Jim has worked with more than 30 businesses in the U.S. and abroad. He is a member of the National Advisory Board of MYM, and has been a guest lecturer on sales and marketing at the University of San Diego.Website