WIFT: "What's In It For Them"?
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 fully help a customer find the right item, you can do the following:
- Determine what your customer needs and if your product fits that description. It’s simple, people will not buy what they don’t need; so, you don’t want to waste your time or your customer’s time trying to get them to make an unnecessary purchase.
- Ask questions. Then listen. Don’t just listen for half of their response. Really engage with them. In order to do this, don’t think ahead and try to concentrate on what they are saying.
- Know your product inside and out so that you can find the most suitable solution to their need and handle any objections. If your price is higher, be able to list the reasons. For example, there was a higher price on an SUV that came with high safety ratings, but because that was something I needed, I was willing to pay the extra price.
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