Small Business sales help Part 6 of 8

Part 6 of 8 growing your sales

Did you miss Part 1 of 8 Small Business growing your sales?
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Turning customer wants into needs

Listen to what the potential customer is saying
There is a reason we each have two ears and only one mouth.
When we have engaged a potential customer at Viper Mailer, we realize that they want all kinds of things through listening to them share with us.

Turn what they want into what they need
People will buy what they need no matter what yet as we mentioned they want all kinds of things.

Changing the prospects mind waves
We are talking about the converting of a potential customers live without out a products thought process into a how did I ever live without this in my life product.

What is the difference between want and need?
A wanted item is generally something someone can live without, they can leave you and your presentation while they think it over, but yet they like it, they show a general interest in the wanted item, they truly want it, where a needed item is more of a staple in their lives, they buy needed items here and now, like groceries at the grocery store.

How to convert the buyer from wanting to need your product
Let’s say the type of product you have is more of a wanted item rather then a needed item, through listening and understanding you have the opportunity to convert the want which is not as important as a need into a needed item by laying out a compelling reason the potential customer needs what you are offering.

Depending on your businesses product and assuming that you are selling something the potential customer can truly live without, it might be important to share the coolness factor or share features, not that the features are this and that but explain how each feature is going to apply to the potential customers day.

If the salesperson can accomplish this, you have a great chance of turning a want into a need.

Coming up in Part 7 of 8
We will get into how to become a level 3 salesperson, what it takes to take control of the sales process, and how to overcome your size issue if you are not larger then life like Logic is.

Eleven steps to salesperson success
Also we are going to in great detail explain the 11 items that make up the top level salesperson and what a level 2 or level 1 salesperson would need to do if they want to be a super salesperson and enjoy the benefits these persons get to enjoy each day.