“The customer is king,” a common saying among business people, but getting the “king” to nod and open their wallet is an art. Have you ever wondered why, with the same product, other salespeople are much more successful? The secret lies in on-site sales consulting skills – a decisive factor in business success or failure.
Selling is Not “Greeting”, But “Problem Solving”
Many people mistakenly think selling is about endlessly talking about the product, but in reality, effective on-site sales consulting skills lie in understanding customer needs. Every customer who comes to you has a “problem” to solve. Instead of “sweet-talking” them with empty advertising, listen, understand, and provide the most suitable solution.
According to expert Nguyen Thi Thu Hang in the book “The Art of Top Sales”, to master on-site sales consulting skills, you need to:
1. Listen and Understand: The Key to Opening the Door of Trust
As the saying goes, “Know yourself and know your enemy, and you will never be defeated,” to win over customers, you must first understand their desires and problems. Ask open-ended questions to elicit needs, focus on listening, and observe the customer’s body language.
2. Product Introduction: Addressing Pain Points with Solutions
Once you have grasped the “illness”, provide the appropriate “medicine”. Introduce the product skillfully, focusing on the practical benefits it brings to the customer, directly addressing their “pain points.”
3. Handling Objections: Turning Challenges into Opportunities
Objections are inevitable in sales. Instead of being afraid, see them as opportunities to assert the value of your product and demonstrate your professionalism. Calmly listen, understand the reasons, and provide reasonable explanations and comparisons.
4. Closing the Sale: Sealing the Deal with Confidence
Closing the sale is the final but most crucial step. Don’t lose a customer after so much effort just because of a lack of decisiveness. Make an attractive offer, create motivation for the customer to make a decision immediately.
On-site Sales Consulting Skills: Practice Daily, Succeed Daily
Communication skills training site vnuhcm.edu.vn is one of the important factors to improve sales consulting skills.
Just like “turning iron into steel,” on-site sales consulting skills also need to be honed every day. Continuously learn and improve product knowledge, communication skills, and customer psychology.
Remember, success in sales does not come from luck, but from relentless effort!
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