When it comes to the end of the sale and you have trouble asking the customer to work with your company by upgrading an appliance or installing a new product, the entire service call can go awry. You want to make sure that your entire experience is geared toward building up your credibility to give your professional recommendation to the customer.
Just arriving at the customer’s house does not give you the right to ask them to buy a product at the end of your sales call. You must work through four main steps to earn the right to ask the customer to spend money and be taken seriously.
Once you’ve completed the four preparation steps, you’ve earned the right to ask the customer to invest in a new or upgraded product. The key to asking a customer what they want to do is to be direct. Don’t be afraid of their rejection or coming off as pushy – you’ve established ahead of time that you care, you have knowledge and are looking out for the customer’s well being. Use that credibility to tell the customer what the best option is for their situation. Stop asking how the customer feels or what they think, and inform them of the option that will work the best for them.
You have the expertise to know which product will work the best, last the longest, run efficiently, etc. Don’t shy away from the truth just because the customer objects or isn’t sure. Be honest about why you are recommending the product and be confident in the fact that it is the best solution. Ultimately, the customer is paying you for your professional recommendation, so give it to them!
If you want to continue learning great techniques and building your confidence as a salesperson, feed the flame of your success! Check out all of our resources – from blogs to podcasts to our fantastic PRESS PLAY classes. We’re here to help you IGNITE THE POWER WITHIN.
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