People Knowledge Your Number One Asset

robert figlo

No matter what you are selling in today's market place you will undoubtedly come across many different types of people. They will have varying backgrounds and come from all walks of life. Until you truly understand how to delve into each customers psyche your successes will be limited.

One of the biggest misconceptions in selling today is that product knowledge is your best asset. Now I must tell that I am not saying you do not need to know your product but if product knowledge is all you rely on and you first haven't leaned your people skills you are going to be very disappointed with your paychecks.

I will give you an example and I'm sure many of you have had similar experiences. Back in my days as a car salesman I used to hear several of the other sales people discussing all of the features of our line of products not to mention many other makes and models Oh they could tell you what type of tires every model had and they could recite curb weight, towing capacity you name it. But guess what I out sold them all every month why? Because while they were busy learning about product I was busy learning about my customers.

You see inevitably a lot of prospects already have a very good understanding of your product and what they don't know I'm sure you are going to educate them but the first thing you need to do is to get to know them. Here's a fact for you. All people make buying decisions based on emotion. You as a sales person can greatly appeal to these emotions by being genuinely concerned about them. Remember I said genuinely nothing will turn off a perspective customer more than insincerity. You know we have all met the disinterested sales person who you would never buy from.

I am going to tell you something that may leave some of you scratching your head. Don't try and sell your customer! That's right I said don't try and sell your customer. You may first want to express an interest in either their business or some personal interest you have discovered about the customer. Most people will be on their guard when you make a sales call anyway by taking this approach you will catch your customer off guard and more times then not you will totally disarm them. Your first job is to get to know your prospect...

Many of your sales will take more than one visit to close. If you are not persistent and don't do a good job of following up you are not going to make to many sales. I truly believe that if you treat a customer right the first time they will remember you as the guy that didn't press for the sale and be glad to see you again.

In the next volume I will discuss some techniques for "Not trying to sell your customer" and still getting them to warm up to you. Happy selling.

   

Robert Figlo has been successfully selling and marketing several products including real estate, automobiles and new products for over 26 years and is still actively selling information products at http://www.ezeemoney.com and mortgage products at http://www.incomeopportunity.mortgagewayz.com.

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