Tags – How to avoid overselling
Selling is an essential part of any business.
If you can’t sell your products or services, then you won’t be in business for very long.
However, there is a fine line between selling and overselling.
When you cross that line, you run the risk of alienating your customers and driving them away.
In this blog post, we will discuss how to avoid overselling and maintain healthy customer relationships!
How to Avoid Overselling? by Taseer Ahmad
1. Recognise What is Actually Important
Recognise that what is important to you may not be as important to your customers.
Perhaps one of the selling points that appeals to your needs would have no impact on a prospect.
If a scenario arises in which the prospect doesn’t care about a point you are trying to convey, as a salesperson you must recognize that and provide options and benefits based on that.
2. Don’t Assume Everything
Before you jump to your own conclusions about a customer’s needs and wants, use your communication abilities – both for speaking and listening.
It’s a mistake to make judgments about a customer’s knowledge of a certain field based simply on the words they use, as we’ve seen in numerous sales encounters.
They may be regurgitating something they’ve heard somewhere else and not completely comprehend what you’re asking about.
Don’t be scared to ask polite but leading questions until you have a clear picture of the customer’s level of understanding.
You may also be in danger of going too far with a discussion that might be beyond their comprehension.
3. Really Connect
Instead of just throwing everything against the wall to see what sticks, take some time to really connect with your consumer and figure out what’s truly essential to them and relevant to their present circumstance.
Ask questions and use the answers to determine requirements and provide value for the customer based on their needs.
Practice self-restraint and only offer pertinent information at appropriate moments.
Take your assumptions and beliefs out of the equation and focus only on your client and finding a solution that works for them.
You may discover that conversion rates improve as you look for these answers. As a result of its focus on the individual, need-based selling lets you develop into a “trusted advisor” to your consumers.
To learn more, get in touch with us today.
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