Are you serving your audience? Most of us would like to think that we are. However, we may or may not be serving them.
Many times, we tend to jump right to the sales pitch. We do not take the time to really listen to our audience. Plus, we may not ask the right questions so that we can get to the heart of the person’s need.
Guilty as Charged
To be truthful, I am guilty of pitching my products and services. Rather than, taking the time to ask those open-ended questions. I jump to the sale. Bad idea!
As a salesperson, I should really dig to find my potential customer’s problem. Of course, that means I must listen carefully. Those answers are the roadmap that will direct me to the individual’s need.
From Problem to Solution
Brian Finale, C.E.O. of My Leads System Pro, teaches a three step process to successfully close a sale.
- Build our audience. We have to make a real effort to know who we are serving and their needs. We should continuously look for ways to grow our customer base whether it be face to face or online.
- Engage our audience. We have to become the experts in our given niches. Ask appropriate questions. Listen carefully. Then, provide those customers with meaningful information related to their needs. We should share success stories about our products and services.
- Sell to our audience. We should use the gathered answers to solve the potential client’s problem. When we are product or service experts, we can marry the right solution to specified customer’s need
Serving Audience Can Be Hard Work
Now, using this three step process can be hard work. In the beginning, I wanted to jump to the solution and close the sale.
Unfortunately, this impatience impacted my overall sales performance. So, I have learned to apply these three steps with more patience. What a change! I close the sale more easily.
Surprisingly, following these three steps have enabled me to upsale to a customer. It is strange how one need leads to another need.
By asking the right questions, I have discovered that I can solve more than one problem. However, I have to listen carefully and have solid, up-to-date product knowledge.
I highly recommend that you apply this three step process to your business practices. Like me, I think that you will be amazed how they will help to increase your client base and in turn your income.
I hope that you have found some value in the writing. If you have questions or comments, please feel free to contact me.
P. S. Are you ready to take your business to the next level? If yes, then click HERE.