Educate | Selling Skills Like most business skills - selling is also a talent to be learnt and developed.
There are simple steps in the selling process but now, with the use and impact of technology it is more important to understand our target clients and their needs from the offset. With the volume of data now freely available our clients know more about us before we even get to talk or meet with them, the issue being that they also now expect you to know about them in the same or greater detail, so the steps have changed. At a meeting the expectation is no longer about you presenting to them your profile, your business and your product, they most likely know all that, they want to know why you are talking to them, how you are going to solve their issues, and in what timeframe (and don’t forget they want this at a fair price – well some expect it at an unfair price!) but that’s another topic.
That’s why a clear understanding of your uniqueness is vital. Ask yourself the following questions: Why are you talking to this client? How are you different, really different, from your competition? Why should they give you the time to listen to you? and then why should they buy from you?
Competition is fierce, so you must understand what makes you stand out. It could be something around delivering great customer service, delivering on time, better quality, better warranties, cost savings, industry knowledge, better skills, experts, or something else. It sounds very simple but delivering great customer service is never simple, requires effort and planning. You need to be clear on what it is.
Remember clients will pay extra for excellent customer service, making sure you never let them down!
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