It is one thing to make a sales presentation, but it is another thing to make a sales presentation without first evaluating your customer. For all you know, you could be selling your customer something that they already have, or something they don't want, don't need, or can't afford.
This is why it is so very important to take your customer in, sit them down, make them feel comfortable, and get to know them and what their needs are. Once you have done this, you can then sell them a product based on what their needs are and not what you think they are.
On a personal note . . .
I learned the importance of evaluating your customer the hard way. A few years ago, I was a branch manager working in a bank branch. One particular customer of the bank approached me in my office about opening a savings account for her daughter.
Once I explained to her the process of opening a savings account, I proceeded to tell her all about a current promotion we were having on our home equity loans. She sat there and listened very politely and patiently as I very proudly went down the list of all the benefits, features, and tax breaks that come with a home equity loan.
Once I had finished my rehearsed presentation, she said to me;
That all sounds very nice, and it is something that I will consider in the near to distant future. She than went on to tell me that she and her husband rented the house they lived in.
So there you have it, I tried to sell a home equity loan to someone without a house.
Needless to say, my face turned a deeper shade of scarlet, and I felt like an idiot.
But hey, I learned from my mistake. Had I asked some simple probing questions before I went straight for the sale, I would have saved myself a lot of embarrassment.
You will be amazed at what you can find out from people just by asking them a few simple questions about themselves. Remember, people love to talk about themselves. Their jobs, their pets, their kids, just about everything.
I once had a friend who owned a shoe store, and his inventory was made up mostly of sneakers. One day a man walked into his store to buy a pair of sneakers. As my friend assisted him with his decision, he struck up a friendly conversation with him. As it turned out, this customer ran a basketball camp during the summer and he loved to talk about it. A few minutes into the conversation, my friend and his customer had come to an agreement. All of the boys and girls that attended the customers basketball camp would receive a 10% discount on their sneakers if they purchased them at my friend's store.
So, as you can see, my friend increased his sales that summer simply by striking up a conversation with his random customer and asking a few questions. Imagine going to your doctors office with an ailment and having him prescribe you a medication without asking what your symptoms were. Would you take the medication?
The same principal applies.
It really isn't rocket science, it's just friendly conversation, get to know your customer and watch one sale turn into many.
Why service only one of your customers needs when you can service them all.
Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, both as a loan officer and a sales manager. He is the owner of http://www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com
![]() |
|
![]() |
|
![]() |
|
![]() |
How well do you handle objections?The fact is, most people... Read More
There's more to what he does than meets the eyeWith... Read More
During the introduction of the "Stop Selling!" philosophy, we typically... Read More
Have you ever found a lead on a scrap of... Read More
Have you ever gone into a newsagent, picked up a... Read More
Wouldn't it be nice if there were an inexpensive method... Read More
You are about to speak to a potential client, go... Read More
Today's business environment is intrinsically tied together by ongoing information... Read More
The dreaded question: "What exactly does your company do?" It's... Read More
Proponents of traditional sales training simply teach the material, sometimes... Read More
One of the quickest ways to loose a sale is... Read More
Cold calling may now be outdated. People have become defensive... Read More
What are you selling?Coaching? Consulting? Professional services? A product? Information?To... Read More
I put together this little article because, although basic, we... Read More
From surveys and experience, we've noticed many setting excellent goals... Read More
If you've been in the small business computer consulting industry... Read More
Several weeks ago I asked my Newsletter subscribers to send... Read More
If you knew a few sure fire ideas that have... Read More
I recently found myself suffering from a lousy cold; all... Read More
You could just send out your brochure to potential customers... Read More
1. Be on time. In fact, arrive a few minutes... Read More
In most businesses, when sales are slow or low, the... Read More
The saying "No man is an island" is an undeniable... Read More
Have you ever heard of the Golden Hour? I live... Read More
What exactly is the sales profession? Without a common dialogue... Read More
To isolate any objection quickly you can use this effective... Read More
Setting prices is a dilemma most service business owners encounter... Read More
The reason why you have a job in sales is... Read More
Performance and motivation are like chocolate & peanut butter; the... Read More
Language is one of the most important tools you have... Read More
You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More
Imagine this scenario. You are a sales representative for Baker... Read More
I am writing this at the Philadelphia Airport on my... Read More
In my dreams, I envision being the marketing consultant equivalent... Read More
From surveys and experience, we've noticed many setting excellent goals... Read More
Follow this story...I went to Best Buy today to get... Read More
Do you frequently hear that from a prospect?"I'll Think It... Read More
The most important thing for an auto detailer to do... Read More
What does it take to make a sale lately?In Sales,... Read More
Losing a sale can be disheartening, especially if you lose... Read More
Many business owners and professionals are appalled at the thought... Read More
Yes, it's true. Saying "No" is a great way of... Read More
You built a very good web site...You have a great... Read More
Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I... Read More
When selling a product to a consumer, one of the... Read More
I am writing this at the Philadelphia Airport on my... Read More
Three year old Kara was throwing a tantrum. She didn't... Read More
There's more to what he does than meets the eyeWith... Read More
I'm about to reveal the biggest secret to growing any... Read More
For the 'big three' automobile sales consultants, the 'employee discount... Read More
Everyone knows the importance of having a positive attitude, especially... Read More
7 Phrases You Can't Say in Sales (Because They Will... Read More
As a salesperson, your ultimate goal, of course, is to... Read More
"Yeah right!" I thought to myself as I started to... Read More
"You don't love your kids if you don't buy my... Read More
Here's a surefire method to guarantee you achieve the best... Read More
When you are in sales, you have the choice to... Read More
Recently I received a prospecting voice mail message from a... Read More
In our culture it is basically un-American for a prospective... Read More
Have you ever found a lead on a scrap of... Read More
Canned or scripted sales approaches are rarely successful, because one... Read More
In happens every year in June.Six months down and six... Read More
Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking.... Read More
Proponents of traditional sales training simply teach the material, sometimes... Read More
Language is one of the most important tools you have... Read More
"I recommend the 5.8 GHz Digital Phone, because it suits... Read More
Sales Training |