Sales people are still thought of today from the 1980 movie Used Cars featuring Kurt Russel. If you have not watched that movie, try it for a good laugh. You don't want to be thought of as one of these guys, trust me :)
Today there are so many avenues for sales / selling to customers. There is new language every single day on how you can sell to anyone at any time.
Please understand, if you are selling to customers, make sure you are putting their interests first. First, they want to buy a product or service, not be sold. When people are sold something that is when buyer's remorse sets in following the transaction. When people buy they have a sense of accomplishment and belief that this product or service will help them.
In the sales process the buyer actually has five buying decisions to make starting with Do I trust the sales person. So, you better ask yourself, why should they...
People buy for many reasons and as a sales person your job is to understand that reason and help the customer navigate that process. Sometimes that does mean helping the customer buy from your competitors if your product is not right for them. Blow your customer's mind next time you are talking with them and show them a product that might benefit them instead of selling your product. Now I am not saying go to them always be selling other people's products, but if that product actually does help them more for their needs, help them. Gain their trust. It will pay off in the long run. Don't be one of those telemarketers selling extended vehicle warranties. They are annoying and at this point fun to mess with seeing I do not own the vehicle the keep calling about anymore lol
I'm sure you are thinking that this guy is crazy with his statement and that I did say there are five buying decisions, but I don't want to keep you much longer for today. I will post again the basics of the buying decisions so that we can get to work on understanding the customer in the next blog.
Until then have a great day and think about how you can gain your customer's trust.
Sincerely,
Kevin Sidebottom
Sales And Leadership Enterprises