Have you been to a store to buy goods, only to be convinced by the salesperson that another product is better than the one you are about to choose? If you have, then be sure that salesperson just did a good marketing and sales job. Are you a sales person who is on a target to sell a product to customers who end up not buying your products because there is competition which they are already using or because your prices are a little higher or they tell you they want to think about your product only for them not to come back to your store? Well, I will be helping with a few things you need to know as a salesperson when you are with customers who raise objection about your product. Let’s run through the entire process.
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Being a salesperson means you have the ability to sell me what you make me believe I need most importantly even when I might not need it too badly. You think I am wrong, tell me why you had to change your iPhone to the latest one because a salesperson told you amazing things about it, only to find out that it isn’t much a difference from the previous one.
- You bought the phone because it made you feel good about yourself and itself
- You bought the phone because you were told it was going to solve a problem, maybe camera, RAM, or larger space memory. It was going to solve a problem, which it eventually did.
As a salesperson, if you have been finding it hard to convince some stacked head ideological customers who believe in only one product and are not interested in checking out your product maybe because it is a new product or it is quite expensive, it could be more difficult if your products have a lot of counterfeits due to product piracy and fake lookalikes, then you need to be very careful so you do not lose a customer. Trust me, if you make customers look foolish for not buying a product, then you will be the only one using the product because you will keep losing customers.
Let’s convince and not confuse them
Do not forget that all customers are always right until proven wrong without offending them. If you know this, then we are good to go. For every customer who do not want to buy your product, there is always something to say that will deter them from buying it so never cut them short when they are pouring out their feelings about a product. If possible, nod your head in agreement with them even when what they are saying is completely wrong, just give them this understanding nod as well as make them understand that you know how they feel and let them understand that it is a normal thing for anyone in their shoes to feel the same even when you know you are both wearing different shoes.
You have overcome your first difficulty if you can listen to your customers while they complain because when they are done, they will give you a listening ear and that is where you start to build your product mansion. Never forget to build it very high because you need to place them on a cliff where they will see other products as inferior.
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Build Trust
First, your customers do not trust your product and that is why they complain bitterly about the things they did and if your customer doesn’t trust your product, then they do not trust you as well since you are the face they can see associated with the product. Trying to tell customers than all they have said aren’t true will lead to a question “does this really work?” which is a question showing they still do not believe everything you have said. When you are trying to tell them what makes your product unique, make sure it revolves around solving their problem. Try your best to stay around the purpose of selling what they need as it will enable the customers to build trust in you. If they can trust you, they can trust your product. While talking, make sure your customer isn’t objecting on a regular basis as this is a sign that they do not trust all you have said and still have doubt about you and your product. Show them proves of customers who have testified to the awesomeness of your product and have showed satisfaction. If you do not have a list, you can make good examples of people who have come back to say thank you for your product. Humans are always attracted to testimonies and feedbacks from fellow customers.
Do not tremble
If your customer see fear or trembling while you are trying to sell a product, then you already lost that customer because they won’t be free with you. It is normal for customers to come hard with objections and questions but never let those get you wrongly. If you are getting a lot of heat, take a pulse and look straight into the customer’s eyes and tell them how other customers felt the same why until they had a test of it and since then you have been having them.
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Sell what the customers need from the product and not the product
A female bag is supposed to be a product for packing things but if you are selling that to majority of the ladies, then you might eventually not get anyone to buy it as most ladies see bag as a style, as part of their dressing, as a sense of class belonging rather than utility. So a lady can have 100 bags because she is buying them so she can identify with the class of people carrying it.
Never List your competitions flaws, list your advantages
A lot of customers already have a place they get their products and this means your competitor is already in the market. What you have to do is sell your advantages that revolves around the customers’ need that your competitor doesn’t have. Never make the mistakes of listing the downsides of your competitors while selling because your customers where okay with it before they got to you, rather tell them reasons why they should switch to your product.
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