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ForumsI want to share with you a really simple trick to generate more computer and hardware sales. This article is a relatively short one because this trick is just so simple.
I have always been turned off by “salesman sleaze”. I hate salesmen that do this to me and I don’t want to become one myself either. I found the best way to sell to your clients without being a sleaze is to be a problem solver.
First of all, you need to engage them by introducing yourself before you start. “Hi, how are you? Have you been here before?”
Next, You need to ask them some questions. They may already know what exactly what they want in which case you point them in the right direction. Don’t bother selling too much to these people. They are on a mission and are usually just after what they came for.
One you hear what their problem is, re-affirm what you’ve just heard “So you want your wireless networks signal to reach the other side of your house?” and then offer them your solution.
“We have some wireless repeaters in stock which extends the range of the wireless. If you set this up somewhere in the middle of your house the signal will be able to reach the other side”.
If you are onsite or don’t have walk in traffic (for example, if you don’t have a store), always be on the lookout for a potential sale. Often the client doesn’t even know they need a product of yours, they may not even know that the technology to fix their problem even exists!
For example, if I see a client using a really long RJ-45 cable so they can use their laptop on the couch. I’d suggest that they can get a wireless network and eliminate the need for a long cable which someone may trip over.
We as consumers are always looking for products which fix problems in our lives. If petrol is too expensive we may look into hybrid or more economical cars. If the cable on your mouse is annoying you you’ll go buy a cordless one.
This sort of selling is really like shooting fish in a barrel. It’s dead easy, it feels natural and you don’t have to feel like a sleaze.
It’s not really a “trick.” It’s called “consultative selling” and there is a large collection of literature written about it.
P.S. Hope wireless repeaters work better where you are than where I am. Selling one of those to anybody near where I work would be tantamount to fraud.
That tip applies to more than just computer sales. I am a personal trainer by trade and I could definitely see utilizing similar tactics to sell my services.
Nice article, I guess its all about identifying what the customers needs (product or solution) and then offering it to them. When you read the article it seems like common sense, but so many sales people will try and sell you something completely unsuitable for your needs.
Nice post. Selling something that can solve cutomer’s problem is good and easier to do…But what if we sell something that customer do not really need it. Do you have any suggestion for that?
Nice tip. Not to sound like a college professior, but one of the sell strategies that has worked for me is utilizing the 4 P’s of marketing. Price, place, promotion, and product. All 4 P’s address a need for the consumer.