If you've ever bought a car, you know how frustrating the sales process can be. You have to deal with pushy salespeople who pressure you into buying more than you need and—worst of all—don't listen to what you're saying. And it's no wonder buyers are often frustrated by salespeople: after all, the only thing they have in common with them is that they both want money! But guess what? There's a way for both sides to have their cake and eat it too. By knowing what buyers want from salespeople, sellers can help make the sale process easier for everyone involved. So let's talk about those desires, so your next sale gets off to a great start right out of the gate!
Buyers want to trust you. Buyers want to feel like they can trust you. They want to know that you are not just trying to sell them something but also that you are on their side.
In order for buyers to feel like they can trust a salesperson, there needs to be an emotional connection between the two parties. This means creating a sense of empathy with your buyer so that they feel as if they know and understand what's important about their event (and life).
They want someone who listens. Listening is a skill. It's not just about hearing what people say; it's also about listening to what is important to them and then responding accordingly.
You need to be able to listen for the following things:
• What are their goals and challenges?
• What are their pain points and triggers?
If you understand these things, it will be easier for you to help them achieve their goals by providing solutions that meet their event needs. They need to feel like you're on their team, not just "selling" them. You're not just a salesperson. You're an advisor. You are a part of their team, and they want to feel like you have their best interests at heart. You aren't trying to sell them something--you're helping them create their event.
Clarity is key. You can only make a sale if you understand what the client wants. And if you don't know what your product or service does, how can you sell it? Clarity is vital to a successful sale. It's important that both parties have clarity about the process and expectations so they can avoid any surprises later on down the road. This will also help set realistic goals for each party involved: buyer and seller alike!
Be upfront about costs and fees. You know that moment when your client asks you how much something will cost? You've done your homework, made sure their needs are met, and they're happy with the work that's been done so far. Some salespeople feel the hard part is telling them how much money they need to spend. It's an uncomfortable situation that can easily lead to clients walking away from the table if they feel like they're being taken advantage of or don't understand why things cost what they do.
It's important for salespeople not only set expectations early on about costs and fees but also to make sure their clients understand those expectations clearly before closing any deals (or even beginning work). This means providing price ranges and asking them if they are comfortable with the prices you presented.
Provide examples of what they can expect. The next time you're in a sales meeting with a potential client, consider the following:
• Provide examples of what they can expect. Start by giving them an example of how you helped another client achieve their goals. This will show them what they can expect from working with you and also help build trust between the two of you.
• Explain how your company will help them achieve their goals (and make sure those goals align with yours). The goal here is simple: make sure that both parties are on board with each other's expectations before proceeding further down to contract details
Meeting all these needs will help your sales process go smoothly. When you're a buyer, you want to feel like you're in good hands. You need to know that the salesperson listens to your needs and wants and will provide them with the best possible solution for their event.
So how do you make sure your customers feel this way? Here’s a tip:
• Listen carefully. Buyers have their own unique challenges and goals for their event, but they all share one thing: they want someone who understands what they need from their company and can provide it with clarity and confidence. Listen carefully when buyers speak--don't interrupt or jump ahead of them when describing their situation; let them finish speaking before jumping into solutions (even if those solutions seem obvious).
In the end, it's all about meeting your client's needs. If you can do that, they'll be more likely to buy from you. So what are some of the things that buyers want from salespeople? Well, first off they want someone who listens and understands their problems--no surprise there!
