Thoughtful Thursdsays – Give your customer options
In one sentence, a sales process identifies an opportunity, analyzes the situation, offers a solution and closes the deal. There are a multitude of factors that facilitate the sales process, the least which is the emotional component. The professional sales person will always seek the solution that best meets the needs of the customer.
Today’s sales thought is about adding value by providing your customer options.
There are cases where strict and inflexible customer needs influence the sales person to offer only one solution. If you make a habit of providing more than one solution for every opportunity, the end result will be the creation of added value for your customer and your brand. This does not mean a long list, but a few well thought out solutions that meet the customers’ needs.
Each solution will have its benefits that you will explain to your customer. They may be short term or long term. Options provide your customer the opportunity to consider benefits they may not have been aware of at the outset. You are the expert in your field and your insights have value the customer will appreciate.
Where possible, give your customer options.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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