| When a customer walks into your office, don't sell | | | | deal with one of your competitors. If so, find out all you |
| them the first product that comes to mind. Sit them | | | | can about the products and services they have with |
| down and evaluate their needs, than sell them the | | | | your competitor, so that you may compare products |
| products that meet their needs. | | | | and fee's. This is a perfect opportunity to let your |
| I once worked with a guy in the banking industry, who | | | | customer know how much better your products and |
| was one of the best at explaining the benefits and | | | | services are compared to your competitors. |
| features of our products, the only problem was, he | | | | Find out what it is they need and can afford, than sell |
| was spending so much of his time explaining, but never | | | | them the products you believe to be ideal for their |
| selling anything. | | | | needs. |
| He never sold anything because he never took the | | | | Once you have evaluated your customer, the chances |
| time to get to know what his customer's needs were, | | | | of making a sale will be very good, because you will |
| therefore he was attempting to sell them things that | | | | now be offering your customer something they need |
| they didn't really need. | | | | and can use, so they will most likely buy it. |
| Nobody will buy things that they don't need. | | | | The last thing a customer wants to hear about, is a |
| This is why it is so very important to evaluate your | | | | bunch of stuff they don't need. They have a reason |
| customer. | | | | for coming into see you, so find out what that reason |
| Start off by making your customer as comfortable as | | | | is and do all you can to satisfy their needs. |
| you possibly can, talk about non-business topics such | | | | Don't waste your time trying to push off all of your |
| as the weather, sports, or a current event. | | | | products on them at once. This time can be better |
| Once you and your customer have built a good | | | | spent evaluating them. |
| enough report, start to ask some questions so that | | | | Get to know your customer, evaluate their needs, than |
| you may evaluate your customer's needs. | | | | meet their needs with the appropriate products. |
| You can begin by finding out why your customer | | | | By evaluating your customer before you sell, you will |
| came into see you in the first place. Find out what | | | | find that the sales process will come much easier to |
| products they already have. Find out if they already | | | | you. Good luck. |