It’s a fact that customers don’t like to be sold but love to purchase. Is that possible? It’s not fair to tell people what to do, or what their opinions should be. Do you feel happy, or angry when someone tells you about a problem with your swing? What adjustments should you make. Do they really know enough to believe that their recommendation is valid? Sales people are continually trying to sell customers. “the right solution”They are the best for your company. All sales representatives are saying the same thing.
We will look at three reasons customers don’t like being sold.
#1. They are tired of being told. Salespeople who are open to asking questions and not just telling customers what to do will be more likely to win over decision makers. Surprisingly, most salespeople only ask one to two questions and wait for an opportunity to move into the present mode. Real needs, those that have the most expensive budgets attached, are not well understood. The true problems of the customer are not obvious to the salesperson, but he or she goes into “tell mode” as in 3rd Grade. “show and tell”. Convincing is another way of selling. Telling is synonymous with convincing. The advice and guidance of an expert consultant who asks relevant questions about customers’ businesses is what they prefer.
#1 – They have become less important and you are taking their place. Customers desire to share their dreams, goals, future, and personal aspirations. Premature presentations can make it difficult for customers to see the value in your solution. When the customer requests it, the best time is to give the solution. If you’ve captured their attention and they are interested in your solution, the customer will want to know more. You are a salesperson who inspires curiosity and makes customers eager to learn more. This is how customers love to buy. Your customers see the benefit of your solution, and they feel confident about making the right decision.
No one likes to feel pressured. Pressure is the last thing people need today. Our world is based on timeframes. Consider your customer’s perspective. Customers already face enough pressure within their company to meet all deadlines, get tasks done and achieve goals. Customers will buy according to their schedule, not yours. Consider all of the incentives we offer. If you decide to buy by the end this month, you will receive a… If the customer is willing to decide, incentives are only attractive. What if the price was half? You wouldn’t either.
You can think of ways you can be more successful as a sales representative. But remember, ask! Keep your eye on the customer and ask questions.
Most successful salespeople always pay attention to the customer’s needs. It puts their customer at the centre of everything. They will feel appreciated for sharing their information and they will work with you to create the best solution. Trust is the key to sales. Sales is all about creating relationships. Both you and your customer will succeed by not telling and selling the usual.