Many organizations try to "get more done, better, faster, with less." Having a foolproof customer service system where you take time to show the client appreciation is crucial to success. Also, enthusiasm is that ingredient of vitality mixed with a firm belief in what you are doing that ensures the success of any project you undertake.
- Begin in a friendly way
- Be genuinely interested in others
- Try honestly to see things from the other person's point of view
- Show respect for the other person's opinion; Never say "you're wrong."
Very often in any selling situation, obstacles will have to be overcome before a buying decision is made. Resolving objections effectively is a process that involves careful, sensitive listening along with positive, factual responses to the buyer's concerns. Consider the following sales techniques when preparing to meet with, or engaging in any dialogue with your customers or prospects:
- Build a rapport
- Express genuine interest
- Produce a potential solution
- Motivate the client to take action
- Commit your service or product to enhancing their internal establishment
When a client contacts you regarding a problem, solve it immediately. Often by ignoring problems, we allow them to grow. Resolution should be quick so that problems do not become overwhelming. While the problem is still relatively small, attempt to decipher exactly what would be needed to have it resolved for good. Ascertaining this information before you begin is actually the first step to ensuring that the problem is rendered powerless. Acting quickly will also guarantee that the problem hasn't gotten completely out of hand. Here are a few tips on effective problem solving:
- Get all the facts
- Weigh all the facts - then come to a decision
- Once a decision is reached - ACT!!
- Answer the following questions: What is the problem?
What are the causes of the problem?
What are the possible solutions?
What is the best possible solution?
In order to differentiate ourselves in a crowded, competitive marketplace, we need to be unique with exciting approaches to solving buyer's problems. We also need to be present in a way that builds credibility and makes people want to buy. One of the most effective ways to do this is to build value in the solution of the sale. What we present and how we present it is critical to the buying/selling process.
- Creative ideas result in new discoveries, better ways of doing things, reduced costs and improved performance.
- Do your research to ensure that you’ve covered all bases and thought about all options.
- Provide your client with the benefits of each solution.
- Follow up by painting a word picture of your buyer using your solution, enjoying it, and benefiting from it.
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