Sometimes it is painful to go into a dealership or a business and hear the pitch some of their salesmen are throwing at me. A lot of them start talking about dogs, family, and life before closing the deal, and its one of my pet peeves. Please stop wasting your breath and learn what customers want from their salespeople!
Your customers are coming to you because you’re the EXPERT!
They do not care to talk about anything other then how you’re going to provide them with a turn-key solution to their problems. It’s as simple as that. Stop wasting your time on topics that have nothing to do with how you’re going to solve their problems because that’s what customers want!
As the great Albert Einstein has said “Make things as simple as possible, but not simpler.”
What you have to figure out as the business owner is what issue(s) your product/services are fixing and sell to your customer based off of these rewards. Instead of pitching all of your services to your customer, sell them your turn key solution that is going to fix their biggest problems and you will close more deals.
Customers are coming to you because you’re the expert in your field and they trust you can solve their most frustrating issues.
So what can we do as salesmen and business owners?
Ask more questions! A lot of the time I talk to salesmen and business owners and they can not tell me about their actual customer. A lot of them talk more then they listen and they do not truly understand why their customer is even looking for their product/services.
What you should do as a salesmen is keep asking questions and really listen to what your customer wants.
Ask them how, what, when, where, and why they are looking for your services so that you can truly understand their needs. Get them talking for a good 10 minutes on why THEY are looking for your company and what problems they are looking to address.
Once you have a good understanding of your customers TRUE needs, you don’t have to just “pitch your services”. You can now show them how your product/services are going to fix their problems and they will give you their business.