This entry is short and to the point – if you were a plumber and made a house call to someone who had a faulty toilet, no matter what you stated needed to be done to fix it, the customer would agree to have you do it. It’s easy to see how the “need” in this situation creates the impetus for the easy sale. That’s not the point. It’s the plumber that is the point.
He’s seen as the expert. He’s looked to as the hero. He’s the expert, hence the customer trusts him – and THAT’S the point.
The most successful salespeople ALWAYS come across as the expert in their field. It’s a combination of confidence, knowledge and an excellent understanding of offering what they are selling in a service manner (whether they are selling a service or a product) that seems to solve their customers problem.
Briefly put, strong salesmanship starts with a plumber-like attitude, and that attitude creates the trust to close the sale. You’ve got the answer to their problem and you know what they need because you ARE the professional expert in the discussion. You’ve been trained to know all the ins and outs of your product or service. Help your customer understand not only what you know or what they should know, but also to believe that you have their best interest because you’re an expert in your field (and they are not, otherwise they’d be your competition – not your customer). Gain THAT trust and the rest is just the ABC’s of closing.
He’s seen as the expert. He’s looked to as the hero. He’s the expert, hence the customer trusts him – and THAT’S the point.
The most successful salespeople ALWAYS come across as the expert in their field. It’s a combination of confidence, knowledge and an excellent understanding of offering what they are selling in a service manner (whether they are selling a service or a product) that seems to solve their customers problem.
Briefly put, strong salesmanship starts with a plumber-like attitude, and that attitude creates the trust to close the sale. You’ve got the answer to their problem and you know what they need because you ARE the professional expert in the discussion. You’ve been trained to know all the ins and outs of your product or service. Help your customer understand not only what you know or what they should know, but also to believe that you have their best interest because you’re an expert in your field (and they are not, otherwise they’d be your competition – not your customer). Gain THAT trust and the rest is just the ABC’s of closing.
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