1. First impression is last impression.
2. We as salesman need to ensure that customer chooses the option we would want him to choose.
3. In-order to provide the customer with various options and then allowing him to freely make his choice, once must take due care in putting forth the options properly.
4. Imagine a situation where a friend calls you and asks for your choice of 2 mobiles to be purchased for him. When you explain him the features of the two options you would lay focus on one of the phone more and would canvass the features in details in order to impress the decision maker to purchase the choice preferred by you.
5. Thus to provide the customer with such a choice where the choice maker decided on the pre-decided option and yet feels that he has made the wise choice is where great sales exist.
6. A great salesman is the one who can remember all his customers and his requirements for life.
7. A great salesman makes his impression by remembering the little things in a conversation with the customers along with the larger things in life.
8. One way to ensure you remember all the points of discussion and much more is to write down what has been spoken.
9. Some would like to record their conversation with the clients. Some would like to take notes while conversing. Some prefer to write notes after the sales meeting is complete. The author leaves you to make your choice as per your field and comfort. But the author entrusts that you will remember the little things in a conversation with any customer.
10. For example would you not like a salesman who knows the names of you children, and compliments on your choice of a new car and compares it with your last model of car you owned which he remembers from his lat meeting with you.
11. Please note if you understand this point well the author compliments on your new gained/recognized ability to impress any customer.

Introduction

This topic is for the professional who want to ensure a better conversion ratio.

Everyone likes to have a few options in whatever they buy or choose.

Great sales people know how to convince the customer into a buying decision.

But inexperienced sales people make the mistake of trying to force customer into a particular product and not providing the choice to the customer.

Thus knowing to sell is critical but using the right strategy is also beneficial.

Consider that you went shopping and all the clothes were lined up with only one color. You probably love that color, so you decide to look at the various stiches and threads and designs available to make a purchase decision. This would be ideal if you wanted to buy that color only. But would be a straight reject if the customer wanted some other color. So the shops across the world try and keep a lot of variety to entice every customer.

Having an increased chance of sales before a sales is done is always a trait salesman prefer to have in their arsenal.

So offering the choices to people is essential to closing a sales.

Question Yourself ?

• • How would you like to have just one option when you buy ?

Example of the situation

• • Imagine going into a store asking for white shirt and getting a white shirt in the very next 10 seconds without and questions asked. No choices were provided no options given customer was provided exactly what he wanted.
  • Imagine going into a chocolate store with just one kind of chocolate.
  • A gift store that has just one kind of gift.
  • I hope you get the idea.

Author Suggests

• • People aren’t used to the concept of getting no choices and when a salesman tries to pitch just one kind or type of service the customer is expected to ask for more.
  • The ability of the salesman lies in being able to create a variety in his/her pitch and provide options to the customer.
  • The ability to provide options lies in explaining the product with variations suiting the customer.

Words of wisdom

• • Great salesmen would be able to pitch options to customer and then drive the customer towards the required option.Also remember as you are providing the options he/she is bound to decide for one of them, and if the options were proper you will get a sale irrespective of what he/she chooses.

Author Examples

• • Would you like to buy this special version with v8 Motor or would you rather go for the limited edition v12.?
  • Can we meet tomorrow to discuss this or would prefer to do it on day after tomorrow.?
  • In a business of selling cars, the ability to provide various options at various segments based on pricing was the key differentiator of a good salesman and a great one.
  • In a business of cold calling this can be done by the following script as a closing statement.

Words of wisdom

• • Providing the right option meant selling a superior model that originally acceptable to the customer.
  • Removing options that make less sense for the customer’s particular needs is also a great way to move the customer towards what you selling.
  • Ability to showcase all the products but allowing zeroing in on the prized item is the key to making a great sale.