What Are You Hoping To Achieve?
Sometimes customers are looking at a product looking to satisfy a particular need, however what they require is something different.
While this may not apply to simpler products, as product complexity increases, so does the chance that the wrong product will be selected.
Complex products require more involvement both by the customer and by the sales person.
Complex products can be confusing as while they may seem to fulfill your requirements, they could create new issues all their own. Navigating this complex process of choosing the right product for you can be made easier with a knowledgeable sales person.
As a sales person you must ask the customer what they hope to achieve. What is the requirement of the customer? What is their need and how do they expect the product to fulfill their needs?
In some cases the customer may be looking at a complicated product when a simpler one will fulfill the customer’s needs. At other times the customers may be looking at a simple product hoping it will fulfill their requirements where your knowledge and experience says they would benefit better from another product.
As a sales person, you need to use your knowledge of your products and your experience from other customer’s feedback to suggest a product which better fulfills the customer’s needs.
When the customer realizes that your suggestions are helpful and they get more value for their money by following your advice, they are more likely to return to you for other needs as well.