We don't want our clients to suffer from buyer's remorse do we? - so what steps can we take to avoid it. A single word answer springs to mind - Consolidation.
So how and why do we consolidate, and indeed what is consolidation? The process comes after the sale, the order is taken, and most importantly - where appropriate - the NON returnable deposit taken. (More on this in another article). Consolidation is a process of both checking the client is happy with his / her purchase, and that they understand what they have bought - and most importantly what the product / service is going to do for them.
When we were selling the product we were majoring on the BENEFITS that the product will give the client. In consolidation the ideal process is to list the FEATURES and get the client to tell you the benefits, that the product will give him. So whats the best way of going about this? Here is a simple method.
"Mr Client, congratulations on your purchase of an ACME 128C Gizmo. To make sure you get the best out of it for the next 43 years - that's how long a client in Stoke has been using his old 121c model - I just want to check your understanding of all the features of it to make sure you derive the full benefits and savings it will give you."
When you have run through this recap it should be safe to ask "So, Mrs Client - are you happy with what we have done today?" Hopefully the answer is YES and it is given without hesitation or reservation. If its not then you need to ask the client "What is it you're unsure of ?"
Once you have got the client to agree the product or service is the right one, then you have the right to ask for a recommendation or introduction.
Happy Selling Guys n Gals. Have your tried Paul's Sales Tips forum ? I think its rather good.
No comments:
Post a Comment