What’s Your Biggest Frustration Right Now?
You need to discover the issues the customers have.
A lot of the time, the customers will keep buying the same things from you and you will keep selling them the same things.
At times the customer is unaware that you have the ability or the capacity to fulfill a need that they have not approached you for.
As a sales person, you can also get stuck in your comfort zone. Selling something that the customer asks for is easy. The hard part is discovering the customer’s needs and fulfilling them.
You will not discover what the customer’s needs are until you ask them questions. Questions that lead to discovery of a problem that you can resolve and something the customer has not bought from you yet.
The customer may be buying the solution to their problems from a competitor believing they have a solution while you do not. You may be thinking the customer does not have a problem in that specific area and therefore they’ve never approached you.
Communicate with the customer. Ask questions openly, honestly. Let your desire to help the customer be known. Put them at ease, make them comfortable, let them share their problems with you.
If you know their problem, you can find a solution and you can sell the solution to them.