(Raul
Gorrín) Companies obviously want to win. It is your goal. They are in
business to sell their products and / or services. To make the sale, the
customer must be convinced about the quality and benefits that is being offered
is what they looking for and need.
You imust show the qualities of the product
and / or service and demonstrate that it is really is of high quality and
meets the requirements of the customer.
This is to make the customer see from our
point of view what we offer. We need to create empathy between him and us.
It should be noted that for this to happen we
must first be convinced ourselves of the benefits of our product and / or
service. If you do not believe in what we do, how we intend to convince others.
(Raul Gorrín)
To achieve this task, we must create a
rapport with the client where they know their interest are care to and to
establish a level of commitment dedicated to the client where their
interests are paramount Let's look at each of these points.
So we have to create rapport is critical to
advancing effectively in achieving our goal. It is fostering a climate of
confidence that will allow the customer feel comfortable with us, that is, you
feel you really want to serve and help and not just sell a product.
When we feel our client that we want to help
and not just sell you a product we turn our exposure and questions to
understand their situation, their needs, their problems, their way of promoting
health in your company.
We then focus on customer interests,
something that we can find basically asking and listening. Must be open-ended
questions that create explicit answers. (Raul
Gorrín)
Also by listening to our customers we must do
more than just hearing. You have to pay attention to every word and detect
their emotions.
In this way we can also perceive their fears,
fears, hopes and expectations. This we can capture not only the words but also
the customers through their nonverbal communication, such as gestures, gaze,
intonation.
Remember who you have to talk more is the
customer, not you.
Thirdly we need to establish the level of
customer engagement with their interests, which allow us to know how we should
proceed.
Inquire the longs and wants to
accomplish our goals and what we are willing to do for it.
We need to reduce the fear of the new, the
unfamiliar, between what is obviously our product and / or service.
That's when we refer to tangible data
revealing the quality of our product and how it fits the customers needs.
We must inform the customer of the benefits
of our product and / or service, the return on investment and how what we offer
adapts and meets their needs. (Raul
Gorrín)
Let the customer speak and express any
doubts. As you build such a relationship of trust between the customer and your
company, where they will express to you their concerns, at that point you will
be able to proceed to clarify.
Keep in mind that what matters is not what
you believe but what the customer wants and feels, needs.
That is, your goal is to persuade your
client to buy, and not be dissuaded. (Raul Gorrín)
