Giving your sales prospect a memorable experience is a great way to close the deal and ensure future business.
Giving your sales prospect a memorable experience is a great way to close the deal and ensure future business. Often, when a sales prospect talks about a memorable experience with a salesperson, it’s not a positive one. It’s your job to create a positive memorable experience for your sales prospect. It doesn’t take a lot of effort, and the payoff can be enormous, and long-lasting. Here are three tips to help you create that positive memorable experience for your sales prospect.
Generic sales pitches, form letters, and standardized emails are forgotten just as quickly as they’re sent out. Sales prospects can tell when you’re talking directly to them, and when you’re talking to everybody and hoping to include them. If you want your sales prospect to have a memorable experience, you have to make the experience about them. Listen when they talk, and directly address the questions, concerns, and issues that they present to you. Learn about what they do, and why they may want your product or service. With social media and CRM software, it’s easy to collect a wealth of information about prospects, even before you meet them directly. Use that information to your advantage. With that information, you can direct your sales pitch to their needs and interests, instead of giving a boilerplate sales pitch. Your sales prospect will always remember the salesperson who took a personal interest in them.
Often, once a sales prospect has made a purchase, they’re left on their own to figure out how to use it. If they made the purchase for a specific reason, this isn’t usually a problem. However, if they bought the product or service for general use, then a little advice from you can go a long way. You know your products and services better than anyone, and you’ve communicated with other buyers. This gives you a unique insight into how your products and services are used by a wide range of buyers. When your sales prospect is considering a purchase, don’t be afraid to give them examples of how others have used your products. When they see a variety of ways their purchase can be used, they start to see more value in that purchase. Most people don’t want to buy a single-purpose tool. If you can demonstrate multiple uses for the products and services you sell, your sales prospect will remember the value you added to their purchase.
Pulling a vanishing act at any point in the sales cycle will certainly create a memorable experience-just not a positive one. Making yourself accessible to the sales prospect before, during, and after the sale is essential to building a lasting customer relationship. Once the purchase is made, your sales prospect can feel like they’ve been left high and dry with their new product. If you continue to stay in touch with them after the sale, they’ll feel like you’re more of a partner than a salesperson. That’s the kind of memorable experience you want to create for your sales prospect.
Claire is a Western University graduate with a background in recruiting, sales and customer service. As a Recruitment Consultant, her goals are to place the best people in the right roles resulting in satisfaction for both the candidate and client.