5 Best Practices That Help Customers To Buy What You’re Offering
You might have touched on this subject in some of your Australian sales training courses or call centre training in Sydney or Melbourne so consider this as a quick refresher to re-trigger your learnings as you apply them in the real world.
lternatively here are a simple set of how-to’s and what-to-do’s that will help you raise sales revenues for you and your team.
In the current Internet Era it has been proven repeatedly that you will sell more if you talk about your product or service in the language of your customers.
So here are 5 best selling practices that will help your sales team make it easier for your customers to buy:
1) Be sure you know the difference between your product’s features and benefits then focus on the benefits.
You’ll increase your customers’ desire to buy if you concentrate on your product’s or service’s benefits rather than its facts and features.
Too many companies when running sales training or call centre training courses in Australia focus on what their products do
However customers want to know the product can do FOR them rather than what the product feature is or can functionally do.
For example: The imported Italian silk material that makes up an elegant necktie is a feature. Its benefit is that it’ll make the wearer look classy and stand-out from the crowd.
2) Use plain, simple, everyday language.
A customer generally remembers a product benefit more easily if it is communicated and expressed in clear, strong words that evoke some feeling.
For example the reinforced fenders of this van (feature) will provide protection in case you figure in a collision with another vehicle. What’s better is … If you get bumped strongly by another car, chances are, you and the family will walk away unharmed.
The benefits of the personal safety angle here also provides additional emotional impact.
3) Forget technical terms, jargon and internal language
Business cliché’s and technical terminologies, while they may make you sound like an intellectual, have no relevant value when speaking to customers.
In other words, DO NOT USE Jargon or 3 Letter Acronyms that IT people and marketers are so fond of and only you and your company understand.
Don’t go around claiming your product has the 3LA capability of a robust implementation of ABC protocols. Tell your customers instead, that they can connect almost anywhere.
4) When you mention your product’s benefits, keep it short and lean.
What is with marketing people today?
Are they paid by the number of words and adjectives they can get into one sentence?
Read some of the sort sharp elevator pitches currently in the market and they have typically crammed 4 sentences into 1
Don’t go for more than two or three. benefits
Most people have short memories and won’t be able to keep in mind more than two or three product benefits.
Don’t go around reciting the top ten benefits a customer will get using your products. Instead, say … “Here are the two most important things to remember about our product”
5) Demonstrate your product’s benefits in concrete terms :
If you talk about your benefits in abstract, unclear and vague terms, customers would tend to ignore them.
Instead, use strong specific, definite numbers. Go with something like … Our system has been proven to decrease inventory costs by an average of 30% and increase productivity by 17%
Keep in mind that essentially people buy benefits. They don’t buy features.
So, as you and your team go about your sales day remember these 5 tips as they will help make it easier for your customers to buy.
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