By Sales Coach Nathan Jamail
Why is it that a sales professional’s number one priority is to close the sale and yet buying the product is the prospective customer’s last priority? Your product or service cannot become a customer’s number 1 priority until you understand the customer’s priorities.
You can close more sales when you focus on the benefit the prospective customer is looking to obtain, not just the benefit of the product or service.
If the product or service helps the customer, and he or she likes it and wants it, then why would it not be a top priority, if not the number one priority?
There are a couple of things you can do to move up on your customer’s priority list without having to resort to offering a financial incentive or limited time offer. Increase sales by becoming a priority. A “limited time offer” isn’t a sound strategy for closing a sale, but becoming the customer’s priority from the beginning will help you make the sale.
You can close more sales when you focus on the benefit the prospective customer is looking to obtain, not just the benefit of the product or service. When you understand the prospective customer’s priorities, you will be able to become a customer’s priority. 6/15
