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What's in it for the Customer?

Tue,Apr 09,2013 @ 03:39 PM

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            When most consumers go out to shop, they have a particular product in mind. For example, they might not know what brand they want, but they know that they need a washing machine. Some salespeople see that the customer needs a new machine, but they do not ask the right questions. Instead, they try to sell the most expensive product that the store has, but this can only lead to trouble.

            A customer’s needs should be the first thing that you find out as a sales person. From there the most important question you can ask when trying to sell a particular product is, “What’s in it for them?” Why would this particular brand be the best option for the consumer? Use the product’s features, attributes and benefits to provide a response

            Once you’ve provided the detailed information and made sure that the customer’s needs were met, you can give yourself a pat on the back because you’re about to see your sales progress.


To learn more about customer service, attend our Webinar on April 26th: Closing the Sale in 5 Easy Steps. The Webinar will cover. . .

  • Learn how questioning is the key to closing

  • Learn why you should never have to ask for the order

  • 3 CREATIVE relationship building strategies guaranteed to give you the winner's edge in any deal!

  • Learn how to handle and successfully address objections early in the process

  • Learn a great closing strategy and technique without coming off aggressive

  • Learn the #1 thing customers want to do today more than ever when it comes to doing business with an organization

  • And Much More

 Watch This Webinar:  Always Stay Positive

Download this free Whitepaper about building better relationships with your customers

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Tim Hagen

Written by Tim Hagen

Tim Hagen founded Progress Coaching, a Training Reinforcement Partner Company, in 1997. His entrepreneurial career began in college leading to positions in sales, sales management, and sales training for small and large corporations, and eventually ownership of several training companies. Tim is often a keynote speaker at companies teaching the value of coaching and conversations in the workplace. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges specific to workplace performance. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee.

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