Sales is a repeatable, teachable process. Although it is a technical skill, finding the “right one” based on the customer’s wants and needs is crucial. In over 30 years of selling, I’ve learned these strategies to determine which product or service your customer will love and choose to buy FAST.
How Finding the “Right One” Sets You Up for Success
The step of the sales cycle in which you decide on the product to present to your prospect is called fact-finding. Because it is so closely related to the product presentation, it rarely gets discussed on its own. Yet, it sets up everything else in the sale. The way you present, negotiate and close all depend on fact-finding.
Fact-finding must be a non-negotiable. If you struggle in following any of the steps of the sales process, it’s because you didn’t have enough information. This is because sometimes, you haven’t shown your customer the feature that would solve her problem. You didn’t present an option you offer that would make her fall in love with your facility and services. Or, she thinks she wants one thing and actually needs another.
As a salesperson, you must remain in control and be able to guide your customer through the sales process confidently and smoothly.
So, how do you solve these riddles alongside her? Well, it’s all about asking quality questions and knowing how to use the info you get in return.
Where There Are Clues for Finding the “Right One”
To begin with, it is extremely important that as the salesperson, you remain in control. You need to be able to guide your customer through the sales process confidently and smoothly.
And asking questions, then getting answers to them, controls the sale! However, if you only ask about her kids and the weather, you’ll just run around in circles. The secret to finding the “right one” for your customers will lie in their past.
Before selecting a product to present, it is a smart idea to get some info on prior, similar purchases. Here are a few examples of what to ask to narrow things down:
- What didn’t you have with your last membership that you want with your next one?
- What do you like about your current membership? Or,
- What don’t you like about your current package?
The customer’s answers here can speed things along in finding the “right one” to present to her. Keep these answers in mind as you go through the product presentation and the rest of the sale. Your customer will appreciate it and so will your closing ratio, but it doesn’t stop there …
What Strong Customer Relationships Can Do for Your Sales
Treating people right is its own reward. Nevertheless, when you take time to find the “right one” for your customers that they love and that solves their problems, you get something else: Loyalty.
This is what separates the average salesperson from the superstars. People remember being taken care of. As a result, they will not only return to you, they’ll send their friends and family.
Just like when looking for a spouse, finding the right one for your customer is never a waste of time!
