Aug
31
2009
Don’t Forget to Answer this Question When Selling
Posted by: Cheryl Clausen in sales coaching, tags: consultative selling, sales marketing coaching, solution sellingAnswering this one question can completely shift things in favor of closing the sale. Listen here…
“The Blueprint for Increased Sales”
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September 1st, 2009 at 9:59 am
I had the same experience too but in my case, it’s when I bought a new phone. I told the clerk to diffirentiate one phone from another. He was discussing the acronym MP while I have completely no idea what MP is. I bought the much cheaper one with the lower MP. But when I learned that MP meant Mega Pixels and the more MP, the greater the photo quality is, I told to myself that I should have bought the expensive one with higher MP instead.
I totally agree, explaining terms about products you’re selling or services you’re offering is one of the basic sales skills. It doesn’t necessarily mean that if the buyer looks like he doesn’t need to know much of that term, you shouldn’t explain it thoroughly to him. Also, not everyone knows what terminologies you use everytime.
September 1st, 2009 at 7:41 pm
Yes, I agree with Angela. Going back to basics whenever selling a product is the best selling technique. You can tell if a buyer is up to speed with your terminology or not because they’ll start nodding or by their body language, then you know that you can skip some of the basic explanations. Asking the buyer if they know what you mean is not a sin. Ask!
We tend to want to sound so technologically savvy in our sales skills that we can end up alienating the buyers. Took a class once about selling life insurance, they told us, if you can’t explain it so that a fifth grader can understand it, then you need to simplify your sales technique.
Good info! Thanks!