If you listen, they will buy!
By: Rich Boyd
I hear all the time, "the sales are down because the economy is bad", and it drives me nuts. Yes, it drives me crazy to hear this constant rant about the bad economy and I think its baloney. Sure, the economy is bad, but to blame your poor sales numbers on the economy is just simply making excuses for your sales production.
I have been in sales for over 20 years and I have learned a thing or two about people. People still need products and services no matter how bad the market gets. I still buy supplies, for the office, products for my home and goods I need for my family.
You know what? I see people doing the same all around me too!!
So I think its hogwash to blame poor sales on the economy and I resent the sales professional's that do. Not once do they ever think it just might be their technique or the product they are selling for goodness sakes. They never consider listening to the customer, they just plow on threw the presentation and attempt to close the sale with little or no success.
In my experience the prospective customer will tell you, what they are looking for and what they need, shoot for that matter, if you listen, the customer will tell you what they will buy from you.
When I talk to people, I ask the "open ended questions" and then I shut up and listen. I concentrate on what they are telling me and I offer solutions that meet the needs they want to fulfill.
I know that's a simple view, but its true! People are still buying cars, portable storage buildings, insurance, computers, software, homes, and whatever they want, the list goes on.
As professionals, we must convey the information in the presentation to match the needs and desires of the client. The only way to do this is to listen to the customer and help them solve the problem with the products and services we are offering.
I have sold over $20,000 of products and services in the past 2 weeks and my appointment book stays full. What am I doing?
I am listening to my customers and providing the customer service, products and services they want. You can do it too!
