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It is easy to say and hard to act.
You need to behave, listen and talk in a way the client believs you are on the same boat.
Make the client believe that his/her problem is yours and you have a share in solving the problem with him/her.
Buyers' fears arises on the doubt whether a particular product will sell or not.
From my experience, salesperson should create the demand for the product thereby becoming a problem solver to erase the buyers fear.
A wise tactic to help overcome this is to warmly invite them to stand or sit beside you while you show them all the good stuff your product does or has. After, follow the 7 steps of opening and start the probing process. You must go into every presentation with a sharp interest in the who, what, when, where, and why your clients need. A sales person can only convert his want into need. When needs are justified, customers can be easily approached. One rule a sales person always should follow is to win customer trust. "If a customer likes you he will not buy, if he trusts you he will definitely buy from you."
1) To oversome the Buyers fear its essential to be persistent about ensuring his trust through your courteous and polite behaviour2) To be well Equipped with the Product knowledge and have a faith in your product can ensure client faith in you Subsequently.3) Not to repeat same pitch just to convince him or drag him to some limitless discussion.4) To remain confident , Precise and Deliver your skills in that product
1. Quick respond to customer call
2. fullfill his urgent requirement on time
3. Keep good communication with customer and gain trust
4. Make him satisfy with your product and service
Firstly, Understand their issue & requirement carefully.
Always, be polite & respectable.
Grab their confidence by providing best solution.
Build good rapport & trust towards customer.
Be confident while selling the product.
understand consumer needs and narrow it down to the exact need of the consumer
built a lasting relations by asking open ended questions
we are represting the brand not a consumer so be confident and realistic while demonstarting the product.
in order for me to overcome costumer/buyers fears is to listen and let them feel that i have an empathy for them..communicating is one of the most important,understand their situation and acnowledge their fear..as a salesperson i have to strategies the situation by making or creating my product and services that will bring value for them..solve their fears in a compelling way.
As sales people, we need to understand the fears that our buyers have and try and build reassurance into the process and offer. Analysing & addressing the concerns of the buyer, we can build rapport and trust, and can ultimately make more sales.
Also testimonials are an excellent way of dispelling concerns about what other customers think.
People don't like being sold to, but they like to buy”; so goes one of the oldest myths in sales. The solution, we are told, is not to sell to people, but to help them buy. While there is no doubt that a salesperson should facilitate a purchase, the myth that people enjoy buying can hinder sales taking place.
In many scenarios, people don't enjoy buying at all. Think about the build-up to the purchase of a new car. You begin to take a keen interest in the other cars you see on the road. You may do online research looking at models, colours and specifications. You may buy some car magazines and read reviews. You may have discussions with friends as you raise the prospect of your new purchase. All this can be quite exciting. But it is the possibilities that are interesting at this stage, rather than the purchase. This is not buying.
After you have bought the car, assuming you are happy with your decision, you may enjoy taking it out for a drive. The smell of leather, the fantastic new stereo, the smooth ride and reliable Satnav, may all confirm you made the right choice. However, this is not buying either. This is the exhilaration of having made the right choice and it comes post sale.
Now think about the Saturday morning when you actually go into the car showroom. As the salesperson invites you to sit at their desk to go through the paperwork, you take one last glance at the car that you have decided to buy. The salesperson passes the HP agreement over to you confirming your payments of £500 per month for the next three years. For most people, this is not the most pleasurable experience. Yet, it is this transaction that denotes the moment that you actually buy the car, and with it comes all the fears of whether you have made the right decision.
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