When it comes to sales, it’s not about what you want - it is about what the customer wants. The other day I witnessed a business owner almost talk herself out of a sale. She started pushing too hard for what she wanted to sell and didn’t pay attention to what the customer wanted to buy.
Let me give you a scenario: A network marketer for a skin care company meets a young woman at a networking event. They get talking about sharing business cards and make an appointment to meet for coffee the next day. The network marketer listens politely as the young woman tells her all about her business. When it is her turn to share, the network marketer begins asking the young woman about her skin type, her skin care routine and the products she’s currently using. So far, so good!
Here’s where it starts to go wrong: The young woman begins to nod her head in agreement - she realizes that she needs to take better care of her skin and pulls out her credit card to purchase one cleanser and a day cream. The network marketer seizes on the opportunity to make a bigger sale. She begins telling the young woman that she not only needs to buy a cleanser and day cream, but also a toner, a scrub, an eye treatment, a night cream and an herbal masque. At this point the young potential customer is beginning to take on a classic startled “deer in the headlights” look. The young woman is overwhelmed. She puts her credit card back into her wallet and says, “I’m going to have to think about this for awhile.”
Trust me, I’m not making this up. I’ve seen this scenario happen in real life.
Let’s look at what really happened in the above scenario? To make a long answer short, the network marketer talked herself out of a sale. This scenario doesn’t just happen to network marketers, it can happen to anyone.
Let me ask you this: What’s wrong with starting with a small sale to begin building trust and rapport with your customer? I’m of the belief that once you have a client using and liking your product, you’ll be able to easily introduce additional products later.
I’ll say it again, it’s not about the “ideal” sale you want to make or the quota you have to reach – it is all about what is in the best interest of the customer.
Can you see how you could easily talk yourself out of a sale? How would you have handled the above scenario?
Let us know what you think on our Business Coach forum, we’d love to hear from you! Business Coach Forum Let's begin a discussion.
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Sharon Recommends
I'd like to recommend my Kindle ebook How To Keep Yourself and Your Business On Track. The empowered woman's guide to staying focused on your money making goals. Here's a direct link: How To Keep Yourself and Your Business On Track (Women Empowering Women)
I'd also like to recommend another Kindle book I authored, How To Create The Mindset of Prosperity and Wealth - The empowered woman's guide to developing and enjoying an unstoppable moneymaking attitude. Here's a direct link: How To Create The Mindset of Prosperity and Wealth (Women Empowering Women Series)
I am an affiliate of Amazon.com and if you purchase these books through this link, I will earn a commission as the author and as an affiliate.
