Start Listening To Your Customers, Not Selling Them

by | Business Growth, How can we help

At some time in our life we’ve all bought a vacuum cleaner. Some of us have bought some real duds, others (and you’ve probably still got the good one) have worked a treat.

So what made you decide to buy a vacuum cleaner? A good salesperson will always ask the questions to make sure they sell you a product that is going to do what you want it to do. There’s no point buying a vacuum cleaner that can suck up a bowling ball if you live in a small flat by yourself. Who cares about pet hair if you don’t have a dog or cat?

Your customers will come to you prepared. One in two Australians are doing research on line and then buying in store, so most of them have researched the product to the ‘nth’ degree and worked out where they are going to get the best price.

So what is left for you to do?

Make sure that the product or service solves their problem.

The only way you are going to do that is to ask questions. Never tell them they have made a bad decision or put down another brand or competitor. Ask them what they need that vacuum cleaner to do. What is the biggest problem they have and find out about their environment. Only then can you make a suggestion about alternative products or services.

I went in ready to buy a brand name product only to find out that I need to change heads for different applications. That swayed me to an alternative which has been fantastic and now I can vacuum different types of flooring at the flick of a switch.

Stop selling features. Start asking questions.

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  • Social media marketing
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  • Set-up of business Facebook accounts
  • Training and implementation of Zero accounting software
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