You need to steer away from the more aggressive, sales-driven approach of the past and concentrate on using a more helpful approach in promoting your products and services at trade show events. The other type of approach is simply passé. People do not want to be coerced into buying products. If they are not interested in buying a certain item, they simply are not interested. Therefore, high-pressure selling will not get you anywhere in this day and age.
Develop a Helpful Attitude
The trending way to promote your products nowadays is to develop a more helpful approach. This type of method denotes that you are someone of integrity, someone who is interested in truly providing a product or products that meet a customer’s needs.
If you try to sell to customers who are not interested in what you are offering, then you will end up experiencing an increase in customer turnover, not to mention lost profits. When you practice on closing more than helping, you also damage your brand. As soon as a salesperson is defined as being selfish and aggressive, he or she simply loses their business standing.
Does the Customer Have a Problem You Can Resolve?
In order to offer a more helpful approach, you need to follow certain techniques for realising your promotional and selling goals. First, you need to see if your prospect has a problem you can resolve. If the problem is not compatible to what you offer in terms of a product or service, then you are completely wasting your time as well as the customer’s. Needless to say, not everyone who looks at your merchandise can actually use the merchandise. In some cases, they are just looking. Do not try to work leads that will not assist you in generating an income. Make sure that your product or service is geared towards the prospect.
Determine the Customer’s Needs
When determining how to help a potential customer, make sure he or she is a lead who can definitely benefit from using your product or service. Make the best use of your time by determining the customer’s needs.
Once you find out that you can help a prospect, you need to find out where he or she is in the decision phase. As buyers explore product or service offerings, they go through three stages. First, they need to have a problem solved. Next, they go through the stage that involves finding a solution. At this point, they have not yet made a commitment. Finally, they reach a point where they are ready to make a decision. At this juncture, the customer reviews his or her budget, needs, and timeline.
By the time he or she is ready to buy, the customer needs to know that you have heard their concerns and respect them as a client. When you offer a helpful attitude, you can establish a rapport, one that strikes a note of confidence before the close of the sale. Take this attitude with you to every trade show event. It will serve you and your organisation well.
So to make the most of your sales skills and ability, you need to practice a three-fold approach. This approach is outlined as follows:
1 - As noted, determine if your prospect has a problem that can be resolved by what you are offering. If he or she indicates to you that your product or service cannot serve them, then move on to a lead that can use your items or services.
2 - Find out what stage of the buying process the prospect is exploring. You really cannot be of much benefit if your potential buyer is in the “awareness” stage where he or she has not yet decided on the solution to their problem. If the buyer is in the “consideration” stage, he or she now wants to spend time deciding on a solution. By the time the buyer has reached the “decision” stage, your intervention can go a long way in sealing a deal.
3 - This intervention means making it simple for your customer to buy your product or service. By relinquishing control of the buying process, you can balance things out by allowing your customer to decide whilst you provide the needed expertise.
Needless to say, developing a helping attitude can go a long way in building credibility for your brand as well as earning the trust of your customers.