Making more sales quickly today is no longer about selling. It’s all about getting customers to make a buy decision. Customers are more in control of their buying decisions than ever before, with the wealth of alternatives and information available online, and interactive access to sources they trust via social media. They don’t want to be pushed into a sale, but they love to be pulled in by what is important to them.Thus, it is critical for sales and marketing people to spend more time understanding what motivates their customer decisions today and less time pushing for a fast close. It means more focus on the customer buying process rather than the customer selling process. Here are some specifics I recommend to accomplish this.
Another way to speed up the customer buying process and improve your credibility is to know your customer so well that you can effectively address potential objections before they are even raised. This includes recognizing that you have competition, and using the competitor offering to highlight your advantages. It’s never a good thing to denigrate your competition.Also, don’t forget to follow-up with and nurture existing customers. In today’s open communication environment, every satisfied customer can bring you four to six new ones quickly with credibility already established and without any selling. In addition, the cross-selling and up-selling opportunities can be far more lucrative than a sole focus on new customer acquisition.Overall, the key is to put yourself in your customer’s shoes, and lead them through their own buying decision process. Most customers don’t mind being led, if they are convinced that you are a leader rather than a pusher. It’s important that you listen to their needs before charging down a specific path. Nobody trusts someone who has all the answers before they know the question.