This week on the podcast, Chris & Chris continue their discussion on the Language of Sales. There were lots of requests for more on this topic. Here’s how they broke it down:
Know you stuff! Be sure you are an expert on the products and services you are recommending. Try to get the products for your own home or ask to be involved when they are installed somewhere else. Having the correct knowledge is critical. You can look like a crook through ignorance just as easily as by intent.
Once you know how a product or service works, practice translating it to customer language. Make sure you can explain the solution in customer language. Be sure to use facts and avoid minimizing words or phrases. If a customer cannot understand your recommended product or service and how they will benefit, they will use the price to make a decision.
This means that you know your stuff, you use it to find issues, and then translate the issue and the solution to the customer. Tie back to what the customer has told you. Use physical evidence or videos to show issues. Stimulate the issue through education.
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