Whenever you are selling something to your customers, it is extremely important to get to know what they want. In order to be a good salesperson, you need to offer help to your customers. You have to make them feel that you have the solution to their problem and to do so; you need to get to know their back story. Let’s take a look at how you can be a good salesperson if you get to learn something about your customer’s needs.
Always Ask ‘Why’
When you are in a conversation with a customer, whom you are trying to sell something, make sure you start by asking them ‘why’. Many salespeople make a mistake of asking people what they want. A salesperson at a car store will ask the customers what they are looking for, what is their budget, etc. Asking questions like these will not get you any closer to your customers. These questions will not help you get to know your customers’ back story, which is of the utmost importance.
Instead of asking what they want, you should focus more on finding out why they walked into your store.
Ask Relevant Questions Leading towards the Story
A salesperson’s job is not to sell a product or service to the customers. Their main job is to entice them into believing that they need the product to solve a problem in their life. So, when talking to a customer, your main focus should be on getting to know why they visited the store and not what they are looking for.
Let’s say a customer walks into an electronics store and the salesperson asks, ‘why are you planning on buying a new refrigerator?’
The customer answers; our refrigerator’s freezer doesn’t have enough space.
By asking this question, you will be able to get to know the real reason behind their purchase decision. This reason will point out at a problem that your customers are facing, which will make it easier for you to come up with the best solution.
Address Specific Needs
When you ask your customers why they really want to buy something, you will be able to get to reach the bottom of the problem. Once you know your customers’ needs and the problems that they are facing, you will be able to address them in a more effective way.
Customers do not buy things that do not need. So, if a customer drops by at your store, there is always a story or a reason behind it. The key to successfully selling to them is to ask them questions that will help you get to learn about their specific needs, which will in return help you offer them the most accurate solutions.
A sales job is not just about trying to sell to your customers. You need to create a relationship with them and in order to make the most of your communication with them; you have to ask relevant questions. The sooner you unlock their back-story, the quicker you will be able to make your sales moves.
