In
your eagerness to sell, do not make the mistake of taking your eyes off the
customer. You should stay focused on their body language and regularly check to
see if you are on the right track.
In
the old style of selling, it was important to cover all the bells and whistles
of your offering. Many salespeople never took much of a breath as they filled
all the silent spaces with their pitch. But value selling training recommends a completely different approach. It is no longer about you as a salesperson, your
company, or your product/service; it is now all about the customer…what they
need and want.
You
as a value seller need to engage your customer. All your meetings should be
interactive where you listen and learn as much, if not more, than you talk.
Watch the customer for signs they are tuning out, for indications they
disagree, or for their need to move more quickly. Ask what you may have
misunderstood or if there is a better time to meet. Then adjust your approach
and pace as needed.
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