That guy didn't even ask me about my room, my likes, my dislikes, why I chose the other bedroom set, the space that I had, what type of mattress I liked, etc... How could he possibly know what was best for me and what would make me happy without even asking any questions about me? Wait... I just got Sold!
I just got sold by a really, really good salesman that will probably get praised for up-selling me. I didn't like that feeling of being sold! I mean, I REALLY didn't like that feeling of being sold. I wanted to buy... I wanted to buy really bad! And now I am mad for being sold.
As I started measuring my bedroom and finding out that it wouldn't fit and that I wouldn't like the color of the wood next to the walls, I decided that I had to cancel the order. Not only did I call and cancel the order, but I ended up going to a different furniture store because I had such a bad taste in my mouth about the experience that I had.
Has this ever happened to you? I know it happens all the time. Over the years, I have payed close attention to it, and now I love to have fun with salespeople!
My point with this story is to not sell your clients and prospects, but rather make them want to buy. The best way to make someone want to buy is to sell to their needs and their wants. Not what is in it for you!
How do we sell to a consumers needs and wants? Questions, questions, questions!! The most important step of the sales cycle is the "Needs Analysis"... The Questions! Asking as many questions about them, will only help you to build trust and likeability and most of us will only buy from people that we like and that we trust. So maybe you may take a little money out of your pocket now to do what is right for the client, but I KNOW that it pays off later with return business and the salesman's favorite word "Referrals!"
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1 Response
APEX CARPENTRY
Mar 24, 2011
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