3 Ways to Avoid the Customer 'Eye Roll'
Do you want your customers to roll their eyes at you when you sell? Of course not.
Here are a few situations where salespeople make potential customers' eyes roll.
1. Raising Your Price, but not Your Value
Just imagine you were selling a product and you wanted to increase its value. You might think that more valuable products cost more, so you raise your price. Just waving your magic wand doesn't make your product more valuable. Instead, you must do something that actually does increase your product's value. Get the data together and make a case to truly demonstrate the value of your product. Sell the value first, and then you can increase your price.
2. Asking for a Referral With No Chance of Getting One.
You probably know that referrals are great prospects because they are more likely to buy. Built-in trust is created when you get a good referral-and that makes it easier to sell. Even if you get the referral, how likely do you think that the referral is going to be successful for you since they don't even know your history? Referrals are only great prospects when the person giving the referral already trusts who he or she recommends.
3. Acting Like You're Smarter than Your Customer.
Sure you know a lot about your products and services-or at least you should. Just because you know some things that others don't doesn't give you permission to think you know best on all things. Sometimes salespeople do some pretty thoughtless things that make people roll their eyes. Your prospects might not roll their eyes-they just might think that they should. Be assured that they're not going to buy from you.
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