Here again, you will need to listen carefully to the buyer. Your task is to find out as many details as possible on the request or problem being investigated. Let the client talk about their past experience of interacting with competing companies, clarify all the necessary product characteristics, set the order fulfillment deadlines and the amount of work required.
Act as if you were purchasing car insurance: if there are features you don’t need, feel free to exclude them.
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Step 3: Find out from the client the reasons why he came to you
No matter how much a customer engineer database trusts you and your products, the final decision to purchase will be his alone.
If you only tell a potential buyer that these products are the best on the market, you are unlikely to close a deal. Your main task at a meeting with a client is to make them understand that your product is the best choice.
To lead the buyer to this conclusion, be sure to ask him the following questions:
why did he contact you in particular;
what interested him in your products or services (most likely, he already has enough information about them, since he came to the meeting).
By answering these two questions, the potential buyer will thus, without any additional effort on your part, increase your value as a seller in his own eyes. And these are just some of the ways to attract new clients .
No one can convince a person to buy a certain product better than he can. Take an example from premium products: they always sell, even despite the inflated price, because buyers increase their value in their eyes due to the desire to possess them. That is, the main task of the seller should be to form a high value of your products for potential consumers.
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Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
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