By Josh Slone
Nobody likes being sold to.
The sooner you accept that the sooner you’ll learn what you need to know to be better at sales. When people hear the word salesman they immediately start conjuring up images in their head of pushy charlatans with their foot stuck in the door who can’t take no for an answer. You don’t want to be that guy.
That guy doesn’t care about what the consumer wants, only what he has for sale, and he’s ready to sell it at any means necessary.
Even if it requires big fat lies to do it.
Too many years of these tactics have left consumers with a bad taste in their mouths, and if you want to get more sales, then you’ll need to try another tactic. You’ll need to focus on customer centric selling.
What is Customer Centric Selling?
Customer centric selling is a term coined by CustomerCentric.
It’s a selling strategy that abandons pushy sales tactics in favor of establishing a more meaningful relationship with your customers.
Instead of telling customers what you want them to buy, CCS instead focuses on asking customers what they need. Since people love talking about themselves more than anything else, they’re far more receptive to this tactic, resulting in increased sales and reputation for your business.
While this strategy seems pretty simple, it can actually be a lot harder than you think.
Your customers need to feel that you are actually invested in their happiness.
If you try to fake this, they’ll know, and the results won’t be pretty.
How do you get started with customer centric selling?
If you’re looking to become a customer centric selling pro, then you’ll need to start by forgetting all about what you want. Instead, shift your focus to what your customer wants and you’re well on your way. Here are some other things to keep in mind.
Find out what your customer needs
Do you know who your customer is? If not, try asking them. Most people are happy to tell you why they aren’t buying your product, and they’ll be brutally honest about it too. However, if they aren’t giving you any useful information, then a little probing can sometimes help.
Try asking them about their ideal product. What are their must-haves? What will they be using their purchase for? This is important for the second point on our list because it will give you the ability to recommend a possibly even better product to them than the one they were looking at.
Asking the right questions will reveal their needs, and it will also allow you to suggest a product which solves their problem. A win-win situation.
Play the role of consultant
While the most common business advice is the customer is always right, they actually don’t always know what they want. Sometimes certain purchases that are necessary but loathed can actually be a source of anxiety for your customers.
This can be particularly true if your product is from an industry they don’t understand well like computers or vehicles. While your customer may …read more
Read more here:: B2CMarketingInsider