This article will show you a technique you can use to close a sale without having to sell a lot. Once you have developed this certain relationship with your customer, it will be easy for you to get them to take out their wallets. Read on to find out how you can apply it to your business.
No one likes to be “sold” but everyone loves to buy things. The salesperson is the ultimate matchmaker and it can be one of the most rewarding professions in the world. To make that great match between your lead and your product, you need to make that connection as seamless as possible.
Since people don’t like to be sold to, but love to buy things, what drives them to do so? Much of the time it is due to social pressure or advice from a friend. An impartial friend may recommend something they love, and since that friend is getting nothing out of the deal, we tend to listen to their opinion.
The same is true for selling. The big secret is to make the prospect your friend, or almost a small part of your family. You are going to treat that prospect like gold and look out for his or her best interests. By creating a dialogue with your prospect and giving them far more value than they expect in return, at the time you ask for the sale, you are just giving a friend recommendation.
This is not a relationship where you can fake your way. You have to really care about your prospect or they will find out. They are giving you the opportunity to sell to them, and in return, you will give them tons of free advice before you sell them anything.
Maybe you sell sprinkler systems, but you hear your customer talking about legal issues. Without even asking, he refers his client to a good lawyer who is willing to talk to them for free for an hour. You made nothing of the deal except a contact.
Now, when the prospect is ready to buy a sprinkler, they’ll come directly to you, even if it’s more expensive, because you’re the person who helped them. They will see that if you treat them so well when they haven’t bought anything, what will you do to help paying customers?
