Sales: A Client-Centered Sales Approach
Being able to listen to our clients and understand their needs is critical in sales. Yet these are often overlooked by our eagerness to close a sale. We become focused on selling our products or services that we at times don’t know what’s our client’s true needs. Great sales individuals have a high level of emotional intelligence and are able to see their client’s point of view to provide solutions that address their needs. Through active listening, we are able to uncover their “dominant buying motive.” We are then able to paint a clear picture of their needs and provide a solution that aligns with the results they are looking for.Once we have a common vision of the desired solution, we can then utilize one of several methods to close the sale.
What You’ll Learn
· What people Buy vs. What we Sell· Listening Ladder· Word Picture· Closing Techniques
Why You Want To Learn It
In a period when customers can do their own research prior to speaking to you and/or purchase your product and service online solely based on price, we need to add value to their experience by truly understanding their needs and providing the best solution. This positive experience will encourage them to purchase from you and keep you top-of-mind in the future.
How It Will Help You
Learning these strategies will help you build meaningful and powerful relationships with your customers to encourage ongoing business.
