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6 simple tips on how to convince customers that you are their best choice



1. Sell ​​what you believe in
YOU have to feel that what you sell is good and that you are doing the buyer a favor when you sell to him/her, then the process will usually take care of itself - you sell more, sleep well at night and happily return to work the next day – and the next. All that is visible to you and your enthusiasm is selling itself. If you don't believe in what you sell - sell something else.

2. Show your customer what he/she will benefit from by listening to you
Customer focus is a worn-out word in all sales organizations. Hardly anyone seems to know what it means. Show your customers that you are willing to put yourself in his/her situation and that you are more than a professional partner to your customer than a traditional salesperson. I strongly believe that marketing is all about making your customers your friends. For real!

3. Be sure to have the answers to all objections and questions
Even if your customer agrees to the benefits that you just talked about, there are often objections and questions that need to be addressed correctly. This comes down to experience, of course. Good sellers collect objections, make up their own and prepare their answers to make the customers feel safe. And if there's something you can't answer - then good old fashioned honesty works best: “I can't answer that right now, but I'll find out and get back to you in an hour.”It's okay not to know. It's not okay to not find an answer.

4. Ask questions rather than make statements
Questions gives you control as you get to know what the customer thinks. With questions, you find out what your customer thinks is important. A customer might really not care that your printer prints photo quality - he just wants a really fast printer. You have to ask to get answers. If you don't,  your customer's mind will start wandering = which can be solved by other companies.
With questions you can identify different personality types and why they want to buy. Perhaps you think that the customer can get by with camera c200 and it's nice of you, but perhaps the customer can't stand the thought of not having the sharpest camera in the neighborhood. People are different. Not everyone is looking for the cheapest product available. Not everyone is looking for the best and most expensive either. Everyone is different and your questions will guide you to what kind of person you are talking to.

5. Prove that you are the best
There is nothing that makes me, as a customer, more relaxed than to be told that the device X got was the best rating in a recent test in the newspaper. It's also nice to find out what others in my situation have thought about the product I'm about to buy. If I'm still a little unsure, it's a lot easier to make a decision if I'm told that others have liked the product . Hrm, hrm (that was me clearing my throat) - I suppose you have asked your old customers why they think your company is the best to do business with, so you can use them as references?
Haven't you? Oh my God, I've been nagging for years that you should do that. Do it now and you will sell more.

6. Show people the value of their purchase
How safe can you make the purchase for your customers?
I think it is all the seller's duty to make it as easy as possible for their customers. As a customer, you already know all the tricks: First, the seller is very nice because he smells a deal - but once I've bought it, something happens and he becomes very difficult to communicate with. This particular worry is ridiculously easy to remove from the customer. A good way is to do a simple A-4-letter with some points that shows the customer what he/she can expect after the purchase. It can be about how the support looks (“We will help you within 24 hours”), what happens if the product breaks (“We will replace it or repair it within 24 hours”), withdrawal (“You can exchange it for free within ten days”) and so on. Try to come up with a document like this and you'll find out just how many of the uncertain buyers that will actually buy directly simply because they feel safer.

Get going now!





About the author

Stefan Ekberg has worked in marketing for small business for 20 years and has written around 30 books on how small business owners can market themselves with limited resources. . In 2012 Stefan was nominated as Entrepreneur of the Year in Stockholm.

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"The 5 minute marketer" - the book
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