Many people make the mistake of focusing too much on themselves when they are communicating with clients. It is true that you need to be prepared, but most of that preparation should be client-centered, not self-centered. Here are some communication do’s and don’ts that you can use right away.
DO’s and DON’Ts
- DO plan which information you would like to convey. This process should focus on the client. You should think about the types of questions that you need to ask and answer in order to exchange the information required. When asking questions, it is important to realize that your motive is to gain an understanding of your customers needs. You should answer their questions with this same motive in mind.
- DON’T try and sell a product for the sake of the sale. Salespeople have duped consumers for years. Some consumers remain unaware. Others, however, are well aware and do not appreciate it. If all salespeople put the needs of their clients first, there would be no need for “buyer beware” programs. As a salesperson you want to bring credibility back to your profession not contribute to the lack of it. That is why it is important not to sell products for the sake of the sale. This is detrimental to you and the consumer. You will not build trust or relationship and you certainly will not gain any repeat business. When selling a product, put the needs of your client first.
- DO believe in your product. It can be easy to sell a product that you believe in. Have you ever had a shopping experience where the salesperson told you all the benefits of their product, how great their product is, and gave you all the reasons why everyone should own one? You became excited because of their enthusiasm. But when you asked the salesperson how long they have used the product, the person’s response was a red face and an “Oh, I’ve haven’t used it yet, we are not allowed to use store products unless we purchase them.” If you believe in your product, you will be able to give sound and truthful feedback. This scenario, although fabricated, is a common one.
- DON’T lie. Telling your customer the truth can build trust and help formulate a strong long-term relationship. Today’s consumers have many choices and oftentimes are only faithful to suppliers because of their relationship with the salespeople, not their commitment to the product. Always be truthful with your customers.
These were some do’s and don’ts that can improve your selling skills. Implementing them can help you achieve your goals.