In other words, how you sell is more important than what you sell. Here are five 5 ways salespeople can create an amazing buying experience. 1. Do Your Homework! Modern buyers are used to hyper-personalized experiences and recommendations on the social, shopping, and entertainment platforms they use. That’s why whether you’re engaging a customer in a prospecting, discovery, or upsell conversation, nothing spoils their experience faster than showing up with wrong, incomplete, or disorganized information.
For example: Leading with a generic, low-effort, drive-by sales gambling data belarus pitch Not understanding the customer’s current usage of your products or services Failing to research the background of the person, industry, or company you’re reaching out to Forgetting to review previous notes you or others from your company left in the CRM (<– a HUGE one!) In the past, I’ve spoken about the value of doing your homework when it comes to preventing customers from ignoring your outreach and getting them to pay attention.
Bottom line: doing your homework is critical to your customer’s overall experience and your success in any selling role! 2. Be Prescriptive Most of the time, the thing your customer is buying from you isn’t something they buy very often. In fact, your particular product or service may be totally unfamiliar to your audience or new to the market. Research from Gartner shows this makes navigating the buying process very difficult for your customers, especially if the purchase is risky or expensive.
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