Ever wonder why after you have presented the perfect home solution for your client that the client buys something else? It may have to do with properly arousing human motivations. The salesperson’s job is to arouse the motivation of the client for the solution that the salesperson is selling.
So what can be done to build a great client experience that will ignite the Client? It’s a lot of little things that include, answering the phone, showing up on time, having a clear agenda, understanding the walking around numbers and being able to clearly articulate the agenda and numbers. This displays competence and builds client confidence through motivational behavior. It proves business savvy, integrity, dependability and knowledge to the client. Key to making each appointment a great client experience is preparation, more preparation and readiness.
To improve it may be helpful to take a personal inventory of when a client wanted to do business with you not because you had the best solution, best terms, were the smartest but because they just wanted to do business with you. Then pick the time when you lost the deal. You may find that it is because of inadequate preparation, lack of pro-activity or client understanding? The goal is to personalize each sales experience.
In essence we control our client’s motivations through our behavior. Each buying experience should be personalized to help motivate the client to finish sale with us.
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