What makes you qualified to offer a solution.

You don't need to be an Einstein in your field, but you do need to be real, be honest, and show you care about them.

Ask questions

Listen to their needs, wants and
  problems.

Share with them your experience.

Answer all their questions as
  honestly as possible.

Educate them on your products as
  it relates to their need.

If you don't know the answer
  to a  question, admit it,
  then tell them you will
  find the answer and get
  back to them.
 

Specifically, what are you offering?

No matter what business you are in, you are always offering two things......

  Solutions/Benefits

All products and services offer a solution to a problem that was known or unknown.


Example

How many times have you gone into a store and found a new product?

Let's say the product zips up the back of dresses. You have never seen this product before, didn't know they had such a thing.

You start thinking how hard it is to zip up the back of your dress, sometimes having to ask for help. The more you thought about it, the more you realized this product would solve a problem you didn't know you had.

  Features of the product.

The features include what it is made of, how it is made, how much it weighs, etc.

It is just as important as benefits and solutions,  just less exciting to most people.
 

How does that benefit ME? ME? ME?    

ME, ME, ME is a healthy and natural place for a new customer to start to understand what you are offering.

Start by explaining the emotional benefits and solutions, then work into the features.

Stay focused on what that person might need, based on what they have told you.

Example

I believe that the products under Recommended Products can benefit everyone.

However, if I am sharing this information with a potential customer, and I detect that they are either feeling pressured or doubtful about what I am sharing, I will back off.

I give them my business card and invite them to call if they have any questions.

Then I ask if I can get back to them in a few days.

I would rather leave them wanting (not needing) more information, than to bore or threaten them.

When you learn to listen, and to watch body language, you will know when to back off.

With some people, they just don't want to understand what you are sharing. My motto is, "Know when to hold 'em, and know when to fold 'em."

Once you are convinced that this person cannot relate to what you are saying, thank them for their time, wish them luck, leave your information, then move on.    

Keep in mind that everyone is doing the best they know how to take care of themselves. Never pressure anyone, and always cheerfully wish them the best.

You will be surprised at how many times these people think about what you have shared with them and end up calling and being very good customers.
 

Can I afford it?     

This is usually the biggest concern for most people.

You could have the exact product or services that a person needs, but if they cannot afford it, then they cannot afford it.

Leave your information, wish them well, and invite them to call if they have any questions.

Even thought they cannot afford it, if you have made a powerful and honest presentation, many of these people will refer their friends and family.

 

Do I trust and or believe you?

NEVER say, "Trust me." That is the first indication that the customer should run the other way.

People who are offering honest, high quality products and services do not have to ask someone to trust them.    

When you understand what motivates your customer, you will quickly see that MOTIVATION to buy - versus - a NEED to buy, are two very different things.

Need to buy

A need to buy implies that the customer has a need that has to be immediately filled.

This could be a client who's air conditioner broke down in August, or a buyer who has totaled out their car and needs another car, now.

It would seem that these buyers would be easy to sell, they have a need that has to be met now.    

If you want a one time sale, you can easily hustle people. However, think about the long term ramifications of this.

You get the buyer to buy now, at a higher price than they would normally pay, perhaps less quality, and you have made promises you do not intent to keep.    

This buyer may get what they need now, but it won't be long before they realize they made a bad choice.

They will never use your product/services again, so you have lost a customer.

You have destroyed your credibly, and spoiled the name of your company.   

People who are unhappy with your services/products are 100 TIMES MORE LIKELY to tell their friends than if they are happy with you.

This may not mean immediate drop in dollars to you, but never underestimate the damage one unsatisfied customers can potentially do to ruin your reputation.

Turn this around. Do your job, be honest, give value, and understand that every customer is a part of the foundation of your company's business, therefore your foundation.

You can turn this type of situation into a win/win for all involved.

Motivated to buy     

A motivated buyer is someone who is purchasing what they consider to be non-essential products/services.

This means there is not an immediate need.    

This buyer is motivated because they can see the benefits from using a particular type of product, and have made a decision to buy this type of product.....but not necessarily from you.

Your job is to educate them as to why your product and/or services best meets their needs.