Recommending Products vs. Selling ThemSome of the best sales people
I have ever met, were able to meet all of their sales goals without
ever selling a thing. They simply recommended their products to their
customers.
They were able to do this because they spent years building their
book of business.
Whenever a current customer walked into their office, or called them
on the telephone, the sales person would recommend to them a new
product or promotion that they had going on at the time.
A few things come into play here. The sales person had built a
relationship with this customer over the years. A business
relationship, like all relationships, is built on trust. These
customers trusted the sales person, so they usually went with what was
recommended.
Another thing is, the sales person knew the customer's needs. The
sales person did not recommend something to the customer that they did
not need. He knew his customer well enough to recommend something
that was going to make their life a little easier, or save them some
money.
One last thing, whenever the customer approaches the sales person, it
is a perfect opportunity to recommend your products. It is not as
though the sales person called the customer and started pushing his
products. Just the fact that the customers are comfortable approaching
you or calling you, is a plus. It doesn't get any easier than that.
Keep in mind, things like this just don't happen over night, a lot of
work was involved. These sales people have spent years building
relationships through networking channels, and being loyal to their
customers. Their customers have returned that loyalty by sending
referrals their way.
Each time you speak with a person by phone or in person, it is an
opportunity to strengthen the relationship you have with your
customer. Get to know them, find out their needs, than, recommend the
products you have that would fit their needs.
The more time you spend with a customer the better, this gives you
and the customer an opportunity to build a business relationship.
Customers truly appreciate this kind of interaction. They want their
lives to be more convenient. They want to save money. So get to know
them, ask questions about their work and their family, people love to
talk about themselves.
Take the extra time required to build relationships. People don't
want to be treated as statistics, so use their name frequently when
speaking with them. Don't close the sale and hurry them out the door.
These are the habits of successful sales people, so learn from them,
and meeting your sales goals will seem a lot easier. Good luck.
This article may be reproduced by anyone at any time, as long as the
authors name and reference links are kept in tact.bio = Jay Conners
has more than fifteen years of experience in the banking and Mortgage
Industry, He is the owner of www.jconners.com" target="
_blank">www.jconners.com>, a mortgage resource site, he is also
the owner of www.callprospect.com" target="_blank">www.
callprospect.com, a mortgage lead company.
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