How
to get people to buy our stuff
Despite the detailed information we
can give on all our products, many customers brains shut down with the
information overload. What are we doing wrong? We just can’t get more people to
buy our flooring. Does this sound
familiar? Here is one of the biggest
marketing secrets to make more sales: When we only focus on the features of our
products, our sales efforts just don’t always work.
The first step to learning how to
sell solutions and not just our products is to really listen to our customers when they talk
about their problems. Once we understand how our services can
untangle their obstacles, the next step is to start selling solutions that
create a motivating force for them to buy from us.
People don’t want to buy our product
or services. They can get flooring in a hundred other places. They want to buy
solutions for their problems. They want to know how our flooring can provide
them with a specific outcome to make their lives easier.
Sell
the Solution, Not the Product
Most of the statistics I found said
we see over 250 marketing messages per day. That number includes everything
from TV commercials, outdoor billboards and online banner ads. There’s no way our brains can process that
many messages. Chances are, we probably only recall seeing about a third of
those marketing ads. But, the right
message telling them how it can fix their problems, now that will get their
attention.
How
do we show our customers we have the right answers to their challenges?
1.
Establish value
Focus on the value our products can
bring to our customers. Does our service
help them save time? Will using our flooring reduce the risk of something that
concerns them? Don’t just list all the selling points of our flooring. Use our history,
availability and financing to tell them about how they’ll benefit from buying
from us.
2.
Engage and then inform
When we pull our customers in with
something that connects with them, they’ll be more open to hearing about our
offers. I always say that people do business with PEOPLE that they know and
trust. Building that relationship with them is the key to selling solutions.
Think about a way to tell our
company’s story through selling solutions. Keep asking ourself the question,
“How can I help my customer?” until we find the answers where we connect with our
customers on an emotional level.
Only then can our products and
services turn from just trying to sell them our stuff into something they want
and need. And most likely, will pay anything to get it.
Scientists often have
the faith that if they could discover enough facts about a problem, these facts
would somehow arrange themselves in a compelling and true solution. ~ Theodosius Dobzhansky
Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
720-371-2000
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