March 27, 2019 |
When it comes to convincing someone to purchase a commodity or service, you should remove the word “convince” from your mind. Let the product or service speak for itself, you just have to show the client what they are missing on.
The first step towards sales is a strong product, without one you may be able to attract customers at the beginning but this won’t last and you will earn a bad reputation in the market.
Before we jump into the details of various ways to attract a customer, you should know the generic mistakes that the seller does:
This is applicable especially when it is “Service as a Product”. There are a lot of SaaS applications out there and the competition is fierce. But there are quite a few services that stand out, the part that makes them stand out is that they never hard sell their services, instead, they point out the feature that makes them more attractive. You should understand the pain points of the customer to provide them with a custom solution.
Presentation or the way how you present your product can really make a difference between profit and loss. Let’s see, how can making a few changes in the manner you present your product really convince the customer to buy your product.
Example: The antivirus has a firewall (Feature)
The antivirus can defend you from online attack (Benefit)
If you are into sales, you definitely know that it is almost impossible to convince someone to purchase your product or service over chat or emails. So we know how important calling a prospect can be and definitely there are techniques to bag such sales.
Let us discuss in detail how can you psychologically convince a client to go for the purchase
Most of the sales agent have their own predefined sentences or script that they strictly adhere to. Sometimes this can be helpful but it makes you monotonous and kills the salesperson in you. To engage with the client, it is very important to be free and spontaneous, this makes the client want to listen to you.
Sales call is never about just calling, informing about the product and disconnecting the call. As a person, this is the time to connect, greet the client, tell them your name, give a very short introduction. Always start the conversation on a positive note, this increases the chance of sales.
It is a psychological fact that taking the opposite person’s name makes them feel important. This applies for sales call as well, but there are few countries where addressing an unknown person by their name is considered as rude, so do your research.
Who doesn’t like attention, your potential customers too. When you use sentences like, “It was a pleasure talking to you….It is a pleasure doing business with you…You already know so much about the working of this service….etc”
Show how your product is different and better: One thing to remember is that never talk about your competitors directly or mention about their negative aspects, but this doesn’t mean you should not talk about them at all.
The way to do this is by talking about the advantages of your product and what makes it unique, this is an indirect way to say that the products by your competitors are not better than yours.
Psychology is a part of sales, it is about triggering the right emotions at the right time which ultimately leads the prospect of buying your product. Let us know your ways to handle a sales call.
Want to convince your clients to buy your product?
A Complete gamer and a Tech Geek. Brings out all his thoughts and Love in Writing Techie blogs.