Do you face a challenge in engaging your customer? Do you often get a dazed and indifferent look from your prospect? Custom Stuff From Factorywholesale, keeping the customer’s interest alive, in your products or services, may seem like the toughest thing to do for some salespeople. However, in the following article, I will demonstrate the fool-proof tips in keeping them keen.
In essence, ask the right questions, at the right time, to the right people, is the key to engage your prospects better.
1. Experiential selling
If you sell a product, encourage your customer to touch, feel and operate it.
Believe it or not, the probability of success when a customer feels engaged and connected to your product, the higher is your chances of success. Whenever a customer feels involved, the sense of connection wins the customer in your favour. Here is a story my friend related to me, which perfectly showcase what it means to be engaging.
“I vividly remember the time where I searched for a wedding gown at a stretch of bridal studios. There were so many bridal shops that one is spoilt for choices. As I walked into a particular shop, the bridal co-ordinator tugged at my heart strings by asking me to try on the gowns. Being clad in t-shirt and shorts was not exactly what I had in mind to try on gowns. I blatantly expressed my lack of enthusiasm to try on the gown and explained that I was feeling lazy. However, she was very dynamic and managed to win me over.
The minute I tried on the gowns, I got into the swing of things and ended up trying many gowns. Gone were the barriers of laziness and fatigue. Instead, I was energised and excited about looking gorgeous in the gowns. The bridal co-ordinator smiled and patiently attended to my every need. Needless to say, I signed my bridal package with them because she made me felt like a part of my dream of being a princess for my wedding.”
The stayed close to her heart and she often went around introducing others to the bridal studio. Now, this is what you want your customers to do, to be your walking advertisement. And this is what I call the power of engagement!
2. Listening more than talking
One of the biggest problem for a salesperson is the over enthusiastic hard selling of their product. We all know the features and get a little over the top in explaining the functions to our clients. However, is the client really interested in the features? Or are they more interested to know the benefits, or the solutions, your product or service can offer to counteract their problem?
Place yourself in your client’s shoes and it becomes crystal clear, that the most effective way of selling, is to listen. It is imperative, to understand the needs of your client, before moving on the sales pitch. By knowing the needs, one is able to discern the “weakest point” of the client and attack from that angle. Your sales pitch must always be adapted to the customer. Remember, one size does not fit all. Thus, it pays to listen, before talking.
3. Question more
“One who asks a question is a fool for five minutes. One who does not ask a question remains a fool forever.”
The amazing power of questioning is how it opens door. The correct question, allows you to get a foot in the door, and also allows you to lead the person to the eventual goal that you want. The questions asked should be specific and ask probing questions which are open- ended instead of close ended. This gives you an opportunity to prolong the conversation, as well as engage the client in greater discussion, thus fostering greater involvement. When the other person responds to your leading question, you can elaborate on the services you provide.
Why do most of us not ask intelligent questions? Perhaps, some of us find questions intrusive, or when we do not know enough, we are concerned that our questions appear dumb. Many salespeople also do not ask questions for fear of not being able to anticipate the answer. With an open question, a customer can say anything and the salesperson is concerned of not being able to plan a decent response. The best way to get around this problem is to know your stuff well.