People don't really want to buy from you. They do want what you can help them get. What is that? Don't know. Ask them.
When we are interacting with customers, we begin to think that customers want to hear about our products. They really don't. Most people (let me know if you find ANY) don't wake up in the morning, hop out of bed and excitedly prepare to go buy insurance or a new water heater. Now, they may get excited about a new couch for the living room. But not for the reasons you think. Maybe the kids are gone and it is a reward for themselves. Maybe they remodeled and need it to match for an upcoming dinner party. Whatever it is, find out their motivation and it will give you common ground to talk to them and how to sell them. They will want to buy from you because you care about them and what they want and are not focused on your own product.
If someone is visiting a health club for the first time and knows absolutely nothing about working out, it would be very intimidating if the health club representative takes them to the free weight room without first assessing what the customer wants from the health club. This person might be looking to lose a few pounds and doesn't want to feel dumb when they work out. I would throw out a few questions first. Thanks for stopping by today. What motivated you to visit our facility? What would you like us to help you accomplish? What is most important to you when choosing a health club? Have you belonged to a health club in the past? What did you like? What would you have changed? These questions will tell you where to go next. It works for any product or service. Try it and watch your close ratios and average orders go through the roof!
No comments:
Post a Comment