How to create customers for your business
A sales man must show enthusiasm in what he is selling because people will be more convinced by attitude than logic. People are ruled by their emotions, and emotions are contagious. If someone yawns, you yawn. If you see them laugh, eventually you will laugh. If you watch a sad movie, you might cry. A sales man should think positively when making a sale and have these expectations or else if he seems not to care or shows no energy, the prospect is less likely to buy.
Every time a person comes into contact with a company, he leaves feeling better or worse, or the same about it and it’s how those employees manage those moments of truth every day which ultimately determine how successful the business will be.
Resolve a complaining customers problem on the spot and the odds are heavily in your favour that he will do business with you again. Mishandle the complaint and you lose him forever, not to mention the 8-10 people that he will tell. Remember this important fact – you as the business owner or manager may allocate the money, but it is the customers who determine how much of it there is!
Winning and keeping customers depend on rewarding people. Fancy sales pitches, high powered marketing strategies and clever advertising can be very important attention getters and they persuade people to become your customer but keeping customers for any period of time depends on how well you reward them.
Furthermore, it’s the rewarded customer who tells everybody else just how wonderful your product or services are that in turn creates more customers.
Customers only spend their money for two things, good feelings and solutions to problems. People don’t usually buy what they need but what they want and what they want is based on feelings. People buy with feelings then justify their purchase with logic.
For example, you need food but you want a steak for dinner tonight. You need transportation but you want that BMW convertible that you saw in the showroom last week. And once you decide that you really want it, you will think up lots of reasons for buying it, such as it gives good mileage, it’s easy to park, and the dealer threw in free insurance for one year. So you buy and convince yourself that it was a sound business decision.
But that’s not the real reason that you bought the car. You bought it because of how you will look driving that down the road. The admiring looks that you will get as you look so cool behind the wheel. The feeling of success that you will feel and what such a flash car will do for your image.
In short, you bought the car because it makes you feel good. It’s feelings not logic that causes people to buy in the vast majority of cases. People buy where they feel good about parting with their money. The secret is to use emotions and logic in your selling. Emotion causes customers to buy but logic keeps them sold and coming back.
Don’t sell if you believe they are making the wrong decision, just explain it to them, back off and leave it up to them. Otherwise they will suffer from “post decision remorse” in other words, they will leave happy but wake up in the morning and regret buying it. Then they will return for their money back.