Evaluate Your Customer
Below is a MRR and PLR article in category Business -> subcategory Sales.
Evaluate Your Customer
Summary:
When a customer enters your office, avoid pushing the first product that comes to mind. Instead, take the time to understand their needs, and then offer solutions that truly meet those needs.
Keywords:
Sales, marketing, loan officer, mortgage, leads, telemarketing, skills, training, communication, selling
Article:
When a customer comes into your office, resist the urge to sell them the first product you think of. It's crucial to first sit down with them and assess their needs so you can provide tailored solutions that truly serve them.
I once worked with someone in the banking industry who was excellent at detailing the benefits and features of our products. The only issue was that he spent so much time explaining without closing any sales. Why? Because he didn’t take the time to understand what the customers needed. Consequently, he ended up trying to sell products that didn’t align with their requirements. Remember, people won't buy what they don’t need.
This is why evaluating your customer is so important.
Start by making your customer feel comfortable. Engage them in conversations about non-business topics like the weather, sports, or current events. Once a rapport is built, you can start asking questions to assess their needs.
Begin by finding out why they visited you in the first place. Learn about the products they already have and whether they're dealing with competitors. If so, gather information about the services they use, allowing you to compare offerings and demonstrate how your products are superior.
Determine what they need and what they can afford. Then, offer products that are ideal for their situation. Once you've assessed their needs, the likelihood of making a sale greatly increases because you'll be offering them something valuable and relevant.
Customers aren't interested in hearing about products they don't need. They have specific reasons for coming to see you, so focus on understanding and addressing those needs. Avoid overwhelming them with all your products at once; instead, use your time effectively to evaluate them.
By getting to know your customer and assessing their needs, you'll be better equipped to provide the right solutions. This approach not only makes the sales process smoother but also builds trust and satisfaction.
Remember, evaluate first; then meet their needs with the appropriate products. By adopting this strategy, you'll find the sales process becomes much easier. Good luck!
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