Some businesses base their selling efforts on guesswork and intuition. But those who are the most successful develop in-depth knowledge about customers and tailor their selling efforts to address customers’ needs and goals.
Understanding their needs
Understanding what prospects need, discovering what they want and helping them avoid their fears may increase your closing ratios. One study found that salespeople who sell to the buyer’s needs and wants are three times more likely to close the sale.
The best way to take the guesswork out of selling is to ask customers the right questions and listen carefully to their answers. Giving buyers clearly articulated information in a language they understand, when and where they need it is the role of a good salesperson.
Building buyer personas
An effective way to build buyer persona profiles is to interview customers who purchased your product or service. Your interview goal is to…
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