Selling to a Customer? Here’s How to Do It Properly

Selling your products isn’t only about convincing customers to make a purchase; rather, it is about making your product a necessity and needs for them. To keep the customers coming is a whole another story though, achieved through customer satisfaction and trust by maintaining product quality and consistency. Before knowing the market and sales, a good salesman knows the needs and requirements of their customers. Knowing what your customers expect to experience with your products is a key component in selling successfully. You can only exceed their expectations when you know what they are.

The focus for new salespersons must be how to approach a customer, what is important, and what to do when selling to a customer. Here are the 3 answers that we think are going to help you a long way through your journey:

Emphasize the Buyer Needs:

As the markets and sales have evolved, so have the customer demands and need. Clients are no longer interested in what you have to sell, rather their interests lay in what your products have to offer them if they purchased it and how they can benefit from it. So, starting a sale right off the bat with an attempt to sell your products is something unwise. Build up a conversation about the utility and benefits the customers get from purchasing your products since they are looking for a salesman who can solve their problems and fulfil their needs.

After getting the attention of your clients, the next important thing is to make them feel you are there to help and complete their requirements. Start questioning them about their specific requirements and preferences. This will allow you to understand what they are looking for and adjust the specifications of your products to those needs. Feel free to ask them as many questions as you want but be wary not to annoy them and lose their interest.

Know the Difference Between Benefits and Features:

The benefits and features of a product are two very different things. A lot of sellers make the mistake of overselling their products by going on and on about the technical features of their products to the point they lose the customers’ interest. The clients are not interested in knowing what your products are made of or how they are made but rather how they will be benefitted if they made a purchase.

For instance, you could tell the customer the scarf you are selling is made of 100% silk, imported from China and bore them with the history of the scarf, or you could tell them how the soft texture of the silk can be gentle to their touch and feel good to their body. Make the conversation all about the customers to make them feel as if the product was made for them.

Know the Right Time for Making a Deal:

This part is a little challenging since it is difficult to know when to make the move and sell your products. You cannot hurry the process or rush the customers. Once you have completed your questioning and certain that your product can help the customers, you can start showing them your products and explain their benefits. Again, do not oversell your products by talking about their features, tell them about their benefits.

Making sales is an art that needs patience and consistency, take your time with the customers without hurrying them into buying or they will feel rushed into the process and leave without purchasing at all. Plan your approach step by step to achieve the sales goals that you have set.