Bait your Date!
Second Date?
The first date is easy, the second date is the
deal your really want to seal when you’re interested. Same for sales, you may make the first
sale to a customer but repeat business is where
it’s really at! Provide a showtime experience on
the first sale and your customers will come
back again and again.
Remember when you and your significant
other had your first date? You were probably at the edge of your dinner seat, hanging
on every word, and dying to know more
about this person. Okay, event if it wasn’t
that dramatic, the bottom-line is you really
wanted to get to know your date. Well, a
great salesperson wants to get to know
their customer. Just like that first date, it’s
your job to hang on every word your customer says. So entice your customer into
giving you all the details of their purchasing
needs, by asking questions, and then listening to every word.
“Most people do not listen with the intent to understand;
they listen with the intent to reply.” Stephen Covey
Listen to what the customer
is saying…
Based on what you’ve understood
them to say, reply...
Taking the time to listen to your customer is
important. If you have a sound understanding
of what the customer is looking for, you can
better sell them on the options you have to
meet their needs. Knowledge is power and
you gain that knowledge by LISTENING.
Armed with the information you need, provide the customer with options for their
main product of interest. If you’ve given the
customer plenty of speaking time, you will
mostly likely hear an opportunity for another
sale by accessorizing!