Have you wondered what are the questions going through a customers mind. Have you ever wanted to know what are the questions almost every customer asks before making a buying decision? This is something that is often over looked by many businesses and is probably one of the most important factors to consider during a sales process. In the world of information and accessibility you have to now more than ever be able to answers these questions if you want to create an influence in your favor.
Lets evaluate these vital questions that your customers are asking.
What problem do you solve?
You will be surprised how many people screw this up. Most of the time businesses wont even focus on the problem but will go on to a tangent instead of realizing that their potential customer has problem that they need to solve. The best way to get the client to tap into their emotions is to start with a problem.
What are you really selling?
How can you solve the problem. This is where you can elaborate a bit on the benefits of what you are selling but most importantly focus on how you can solve their problem.
What separates you from the competition?
People want to know how you stand out and what sets you apart from the rest of the competition. What sets you apart from the competitors is something you need to discover about yourself. Most people are attracted to the genuine character of the person they are dealing with.
Why should I buy from you?
While many try to focus on the urgency approach many fail at closing the sale. At the end of the day credibility is what people want to see. People want to see your work and how you have impacted others.
What are the benefits of working with you?
While many people do not emphasize on this its important you work on the trust factor. It is recommended you go over your expectations and the clients expectations to secure the deal.
What do customers complain about?
This is where you anticipate your clients objections and reassure them on the common concerns they might have. The more prepared you are for any concerns the easier it is for them to trust you. Deal with concerns accordingly.
Remember people like buying things but do not like being sold!