Today I want to talk with you about how connecting with your customer is the secret to sales success…in ANY business.

How many times have you gone into a store or (gulp) stepped on a car lot and were met with one of two things? Either you were ignored totally while the clerks of said store gossiped amongst each other or horror of horrors…you stepped out of your car only to be descended on by a school of hungry piranha?

Neither scenario makes you feel like doing business there and the last one I mentioned makes you want to run for the hills!!

What's a person to do when all they want is to get a little help, get some questions answered and, big shock to the merchant, actually buy something.

What ever happened to good, old fashioned sales skills? I'm taking a stand for a sale skills revival and it's gonna start right here.

The first thing any dedicated salesperson needs to do is make a connection with their customer. By that, I mean greet them with a smile, find out their name and what it is they came to you for.

Here's one of the most important secrets…Ask them questions about what it is they need and what it is they WANT (yep, folks there is a difference). And then, here's the most important part…LISTEN.

It's been said many times and in many ways that we all have two ears and one mouth and they should be used in that proportion. In other words we should listen at least twice as much as we talk 🙂

Don't plan what it is you're going to say next. Don't have a laundry list of answers to their objections ready to rapid-fire back to them.

Really listen. Your customers will let you know exactly what it is they want if you'll just listen.

I remember a few years ago I was in the market for an SUV.  I'm an Acura girl from way back( I've had three of 'em, still own two)and I knew I wanted an Acura MDX.

Now here in Las Vegas we have one Acura dealer and I stopped at the car lot one afternoon to take a look. After checking out the inventory for a few minutes, a very well dressed gentleman came out and asked me what I was interested in. I told him. I wanted a late model used MDX ( I rarely buy brand new. Depreciation…ick!!) with low miles, Touring package, loaded. I'd done my homework (hint: your customers have probably been doing their homework, too. That's how they found you).

This guy didn't hear a thing I said. All he kept asking me (several times) was what color did I want. Color? I never mentioned color. Not once. He was fixated on the color thing (I guess women car buyers are supposed to only care what color the car is, huh?) to the point that I finally told him I'd take anything but purple  (there is no such thing as a purple MDX, by the way). At last, in frustration I left the lot, went up the street to the Honda dealership, found exactly what I wanted and I'm still driving it today.

The moral of the story? Customers today are smart, educated and more than a bit skeptical when it comes to parting with their money…especially large sums of money. Can you blame them?

The more you take the time with your prospects and customers to find out about them and what they want, the easier, more fun and more profitable the sales process will be for you and them. Now…got your questions ready and your listening ears on? Get to it!! Happy selling!!

Ever had a nightmare sales experience (or a really good one where everybody came out a winner?) Please share it with everyone below. It's just as important knowing what NOT to do as it is what works. Until next time…make it a wondermous day.

To Your Sales Success,
Sonrisas(smiles),

Beth 🙂