Well, maybe not that harsh, but your customer does not care about you. They do not care about how your day has been. They do not care about how difficult your last customer was. They do not care what you had for lunch. When they are in front of you all they care about is what they are there to buy. You can open conversations to find out things you have in common to help build the initial rapport with them but beyond that, they do not care about you.
Your goal when working with a customer is to find out what they care about. You need to find out what makes them tick. What are they looking to accomplish with their purchase? People buy with their emotions and justify with logic. They want to feel assurance that they are making the "right" choice. To quote one of my favorite authors, "People don't like to be sold, but they love to buy".
How do you keep the customer engaged without talking about yourself? Ask questions about them and their likes, their goals and their experience.
- What have they been playing?
- What do they like about it?
- What would they change about it?
- How do they plan to use it?
- What do they want to use it for?
- What things do they want it to do?
- What interested them in this product?
Once you have answered those types of questions, you can then move to finalizing the sale. If you have asked enough questions (qualified) you will not have to sell. You will be able to guide your customer to the right solution and allow them to justify that purchase with logic. They will justify the price by weighing it against what they want to accomplish. They will weigh the purchase against what they already have and how their new item is an upgrade.
Make it easy for your customer to buy. That is all they want to do.
Your goal when working with a customer is to find out what they care about. You need to find out what makes them tick. What are they looking to accomplish with their purchase? People buy with their emotions and justify with logic. They want to feel assurance that they are making the "right" choice. To quote one of my favorite authors, "People don't like to be sold, but they love to buy".
How do you keep the customer engaged without talking about yourself? Ask questions about them and their likes, their goals and their experience.
- What have they been playing?
- What do they like about it?
- What would they change about it?
- How do they plan to use it?
- What do they want to use it for?
- What things do they want it to do?
- What interested them in this product?
Once you have answered those types of questions, you can then move to finalizing the sale. If you have asked enough questions (qualified) you will not have to sell. You will be able to guide your customer to the right solution and allow them to justify that purchase with logic. They will justify the price by weighing it against what they want to accomplish. They will weigh the purchase against what they already have and how their new item is an upgrade.
Make it easy for your customer to buy. That is all they want to do.
