What's Your Problem? How To Make A Sale
I went with Mel on the week to search for a new washing machine after our current one died.We went to 3 different retailers and spoke with 3 different guys. They all made their spiel to Mel on why the washing machine they were recommending was the best.
Mel didn't buy.
Here are some things I observed:
1. Mel hated the pushy salesperson.
The worst thing any of them did was appear desperate. That was an immediate turn-off for Mel and she didn't consider the guy further (this was the guy who I thought, was the best at explaining the advantages of his machine over the others).
2. No-one was credible.
None of the salespeople offered any proof of their expertise in the area. This was particularly relevant when a couple of salespeople contradicted the other.
Which one to believe?? Mel took the easy route and didn't believe either of them.
3. Only 1 Identified Mel's Needs.
Only 1 of the 3 asked her any questions about her needs. (That was also the desperate guy who pleaded "You'll come back Monday won't you....please. Ask for me. If I'm not here come back later.")
None addressed her needs and made an irresistible offer.
No sale was made.
Identify Problems Then Offer A Solution
Being a washing machine salesperson wouldn't be easy.
But if 2 out of 3 don't even ask basic questions - like how many people do you wash for, how often do you wash, etc - then it might be a little harder than it needs to be.
Selling is always about identifying problems and offering solutions. If you don't ask questions you won't know what the problems are.
If you don't know what the problems are you can't offer the right solution.
Cheers
Brendon
Labels: sales
[ comments ]
A business website is a lot like a washing machine. They look simple on the outside, may be very different internally, and you can find them in many places with vastly different pricing.
The person who makes the sale will not be the one who convinces the client how "good" s/he is, it will be the one who finds the client's needs and convinces the client how the site will fill those needs.
The first thing I would do as a salesperson is be different:
* introduce myself by name and tell the prospect what expertise I have in washing machines
* have before and after samples
* have comparative pricing side by side, along with a list of features and benefits to take home (not just the glossy brochure the manufacturer provides)
It's always interesting watching others in action.