Tip 3: Clarify
Many products offer benefits the customer doesn't need or want. Find out what the customer thinks is important by asking questions about:
- Which benefits are absolutely required?
- Which ones are desired, but not required?
- Which ones would be nice to have?
- Which ones are unimportant?
Focus on benefits that matter to the customer in order to create the perception of value.
Tip 2: Communicate clearly so value is understood
Be specific. Avoid run-on sentences. When you keep sentences short and focused on one point, customers find it easier to follow your train of thought. Customer who grasp the point you're making are more likely to buy.
In sales, day in and day out you must prove value. The next seven posts will provide you with seven tips to help you get the job done and sell more!
Tip 1: Talk about benefits!
Products have benefits, features and advantages. Benefits sell. Feature explain how benefits are created. Advantages explain how and why you get the hob done better than the competition.
Something to think about....
Every time you touch the client it is your sacred responsibility to build a stronger perception of value. To do that, every phone call, email and meeting must focus on the most important person on earth - the buyer - and how you can help them.
Here's a great excerpt from a recent CANVAS Notes piece:
"Take a little time to reflect on yourself during the selling season. Ask
yourself the tough questions about what you are doing and what you can improve
upon. Once we take a look at ourselves, I am sure we will see areas we can do
better. Then we can focus on others and start making real progress. It isn’t
easy, but it is so much more fulfilling. I believe that great salespeople are
as selfish as the rest. However, great salespeople operate in a selfless manner
each and every day." - Mark Potter
Stop ignoring the power of Facebook's massive user base! Check out these tips on how to leverage the social network's resources for advertising, generating leads and more from one of Facebook's own. Visit www.entrepreneur.com/fbmarketing.
There is an enormous payoff for companies who move customers from satisfied to loyal on the spectrum because you'll get more business with higher markups. Identify a list of ten satisfied customers with big potential and talk to them. Find out what you would have to do differently in order to qualify for the gift of loyalty.
Reward loyal customers for their continued support.
- Have an event to thank them
- Send a thank you card signed by everyone in your company
- Send out a small appreciation gift
- Mark significant anniversaries like the tenth year of a partnership
