UNDERATAND THE NEED-DO NOT RUSH TO SELL

"You need to stop right there and understand the need of your customers."

GET IN THE CLIENTS'S SEAT -BE THE CLIENT YOU WANT TO SELL

• Whether your customer is interested in High-end designer product or an economical design?

• Whether your customer's priority is Quality or Pricing?

• Whether it is for personal use or further renting out?

• Is your customer interested in availing AMC or not?

DO NOT VOMIT-PRESENT THE MOST VIABLE PRODUCT

Many times, after interviewing your customers and understanding their mindset, you tend to offer many solutions to show variety or just to simply impress. If you offer too many options, then it completely defeats the purpose of the study that you did in the first place for your prospect. Next thing you know is that "Customer is Confused" and your potential customer's final reply will be "I will get back to you."

AVOID TECHNICAL JARGON-SIMPLIFY YOUR PITCH/PROPOSAL

Instead follow these 5 simple steps as below:

• Use very simple terms at the time of explaining.

• Search for layman terms as an alternate to technical language, when you are explaining some specific features.

• Try to highlight safety points of your product in simple terms.

• Try to relate the technology with simple relatable equipment that we use in our day-to-day life.

• The most important-Keep the line of conversation as ingenious as possible to make your customer feel more educated and informed.

EVERYTHING-ASK YOUR CLIENT THEIR BIGGEST CONCERN

Every customer has a lot of concerns in the process f choosing their lift partner. Most of the time, everyone seems to take care of their 80% problems in one way or the other. Even after that, the final order is given to the one who solves only the remaining 20% problem.

You have to specifically ask your customer, what is the deciding factor for them in choosing the right lift partner. You have to solve the query which holds the most value for your customer to side-line-competitors, even MNCs, in the eyes of your customer. The pain-points of the end-user can be anything like

• The budget is too low

• The installation time is too long

• The desired solution is not satisfactory

• Safety of the lift is not up to the mark

• The response time is too late

There can be similar concerns of your customers that need to be addressed. In a nutshell, your entire sales pitch gets compressed into a little task of highlighting the pain-points, in order to showcase the "Perfect Solution".

USE SNIPER TECHNIQUE-BE PRECISE IN YOUR PROPOSAL

You should have a mental clear visualization of these "9" crucial points:

• The lift design and its parameters

• The brands you are planning to use

• The capacity you are will be using

• The source of the raw materials

• The booking amount percentage required

• The Team Members you need to deploy

• The Alternate options in contingency cases

• The Month-Wise Completion Plan

• The exact lead-time to deliver

MOST IMPORTANT-TAKE FEEDBACK ON YOUR OFFER IN SALES

"Has it ever happened, that after explaining your product and its features, you send a proposal to your customer and you never heard back from them OR you end up in an endless discussion of negotiation?" If your answer is yes(or yes), then you are missing just one step to overcome such situations. The key is to take feedback on the solution offered on the basis of your discussions with the prospect. It enlightens the customer the efforts you have put in, to provide the best possible solution. Also, it sharpens your skills in understanding and developing customized offers. The feedback helps you fill the gaps in the final study of your prospect's need. It is the best chance for you to create the PERFECT proposal and get the business started on your terms. Henceforth, please make sure to take feedback from your customer before quoting the final price.