Top reasons why you will get the sale over your competitor.
- Connection
- Proof
- Belief
- Trust
- Risk
Connection
Making a sale and getting customers to buy from you is all about your customer. Decide to double down and focus on the customers burning pains and compelling gains, by connecting with them through their concerns.
People mainly think about themselves, their life, problems, pains and needs. The customer who connects likes and trusts you is more likely to buy from you, hence making a connection with your buyer is vital. Find out what their passion is, connect on this level as well as business conversations. Keep the focus on the customer at all times, this is key, as it develops trust with your customer. Creating a commonality with your customer helps create a connection, for instance, if he likes the same sport as you, you went to the same college, and you like a similar subject. When you create a connection a person is more likely to confide in you. They will most likely tell you their pains and this is where you can dig down and really engage to give value and help through your product or service.
Proof
Our mind is the CEO, the mind is always trying to keep us safe, similarly, when a customer is buying they will always look for proof and safety that the product or service will work.
That is why demonstrating proof and testimonials is important and a key element of what makes customers buy from you. Always talk about the burning pains and the solution to overcome the pain. Always give examples of customers who had the same problem and how they overcame it.
Find a customer with a burning problem, and demonstrate how your product or service helped them solve the problem. Do this with a testimonial, build trust and make it easier for a prospect to buy from you.
Belief
If you believe in your product or service the customer will pick up on this. When you believe in your product you are more likely to be confident and this sells as it reassures the customer.
Trust
What makes customers buy from you? People buy off people they trust. Sometimes salespeople are not trusted they get a bad rap and are often associated with films like ‘Gerry McGuire or Death of a Salesman.
Bearing this in mind it is vital to build trust. So how do you build trust? By being dependable and reliable you build trust. Do what you say you will do.
There is something about sales that makes salespeople believe that they don’t deserve the trust of prospects. For instance, when a prospect tells us something that is not true. Does it happen? How do we handle it? We need to point it out. Say, Jim… I am curious about what you said ” repeat what they said” then say I would look at it like this and give you reasons. By calling them out you are asking for honesty, this gives you credibility and builds trust.
Building trust in your product or service also has a significant impact on referrals to your business.
Risk
If you want a customer to buy from you, you must be clear about the risks they can come up against.
At the closing stage of your sales process, if you have addressed risks along the way the buyer will give you fewer objections. Here are a few tips to deal with the risks in your sales. Use statistics and data to support your proposal. Ensure transparency, as prospects know the truth, so don’t hide it. Engage multiple stakeholders, especially C level. Always show proof and testimonials and case studies.
Adrienne is a Business Growth Advisor. On a mission to elevate your company’s growth, through building sales and leads blueprints that work time and time again. Do you want to find out how to build your own sales blueprint, to get more leads and sales for your company?
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