Marketing course-It is important to introduce products to customers step by step

The secret to successful sales is to skillfully link customer needs with the benefits that your product can bring to them.

What are the benefits that the product can bring to customers? Is it described in the product manual?

Here we need to distinguish two concepts: characteristics and benefits.

Tell customers what the product is and describe the nature of the product .

Benefits: Tell customers how the product works, what benefits it brings to customers, and what it can do for customers. Only the benefits of the product are what attract customers, not the features. What really helps salespeople make sales is the benefits of the product. Every product has many benefits, and every customer has different needs. Different customers have different needs for the benefits of the same product. Therefore, terminal sales personnel should target different customers, take advantage of the situation, and find out the different benefits of the products to meet the different needs of customers.

remember! In order to truly sell the product and get customers to buy it, sales staff must give customers reasons that will convince them . How to recommend products to customers?

There are four steps to recommending a product:

1. Confirm the need to reach an agreement with the customer and reconfirm the customer's needs. Let the customer be sure that the salesperson has understood his needs and has taken them seriously. Therefore, the salesperson should first confirm that these needs of the customer do exist before introducing the benefits of the product to the customer.

2. Explain the benefits. Explain how the product will benefit the customer and what benefits it will bring to the customer. Successful salespeople always sell the benefits of a product.

3. Demonstrate the product and explain the features and benefits of the product according to the customer's specific needs. After introducing so many product features and benefits to customers, are the services being accepted? Most people don't. Many customers are reluctant to buy because they are not sure whether they will like the product when they get home or whether they have been deceived by sweet talk. After all, seeing is believing. So, why not demonstrate the product to your customers? Demonstrating a product not only allows customers to feel and see the product in person, but also demonstrates and explains how to use the product. With the help of customers' personal experience, there will be more plans for successful sales. Because the product's performance confirms the salesperson's description. Customers also transform from a passive role in the sales process to an active participant.

Whenever possible, demonstrate to the customer every product he sees. Since demonstrations confirm and reinforce the salesperson's description of the product, they dispel the customer's doubts and allow the customer to truly try before buying, making sales work simpler and more effective.

4. Produce proof Provide explanations, data and other proof of product features. Finally, use some data and information to prove everything you said before to enhance customers' understanding and confidence in the product. Sales staff can use tools such as relevant data from surveys and research, descriptions of product features in advertisements, product knowledge, promotional materials, customer testimonials, etc. to explain to customers and enhance their confidence and determination to buy.

After cross-selling recommends suitable products to customers, are the customers’ needs met?

Customers have various needs, and salespeople may only meet one or two of their needs. At this point, do you realize that there is a sales opportunity here? You have other customer needs to satisfy, so why not take advantage of the opportunity to expand your business? Don’t just show your customers one product. The principle of "show three, sell two" is a fact that has been proven many times over the years. Show three products to every customer and you’ll sell an average of two – you’ll double your business.

There are six points to note in joint sales:

1. Ask questions and listen carefully to the answers - When understanding customer needs and obtaining information, sales staff should be sure of every word the customer says. He will tell you his needs, and if you listen carefully, you will discover his potential needs.

2. Before changing the topic to related products, please meet the customer's request first.

3. Make sure the product you introduce is directly related to the needs and interests of customers, otherwise no matter how much you say, it will be in vain.

4. Never give your customers the impression that you are only interested in making a big sale.

Before the salesperson spends time introducing each product to meet the customer's other needs, give the customer a reason. Make the customer feel that you are acting in his or her best interest.

5. Always demo every product – Demonstration will help you sell every product. Words speak louder than words, seeing is believing.

6. Show customers three products to double your business, but don’t stop there. Continue introducing cross-selling until every need of the customer is met, until you have realized every sales opportunity that exists. Cross-selling not only meets the various needs of customers, but more importantly, it increases sales opportunities.

Every time, please don’t forget to do cross-selling, it can help you get twice the result with half the effort.

Author: Porcelain Morning Tea

Source: Porcelain Morning Tea