Raul Gorrín: Persuade your customer rather than dissuade him

(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)