What differentiates top sellers from the rest? According to a research by the Rain Group, buyers reveal why they prefer buying from some sellers over the others:
#1 ‘Educate me with new ideas or perspectives’
Your customers wouldn’t need any help if they could figure it out themselves- in fact even if they had a solution handy, they probably would want to explore other solutions and see which is best for them. Providing customers with innovative ideas and perspective to solving their problems is what top seller do expertly according to research and that’s what any seller should do to boost sales. Some business people create blog posts, some e-books or short videos to proffer new ideas or perspectives to solving certain problems.
#2 ‘Collaborated with me’
Customers don’t want to be seen as those being coined out of their money. When customers come to you for solution, they don’t want to be left out of the action. They have a taste of what they want, how they want to be served, do well to listen to them and give them what they want.
#3 ‘Persuaded me we would achieve results’
Customers wants to know if you can deliver. It is your responsibility to prove to her you can deliver and that you can provide the results she wants. Provide every necessary information is possible to lay your claim. Show samples, customer reviews and ratings.
#4 ‘Listening to me’
How do you know how to solve a problem when you don’t know the problem in the first place? The only way to understand a customer’s problem is to listen carefully to them and try sieve out relevant information- as a matter of fact your customers most times don’t know what they want; it is you who needs to be attentive to know the main pain-points and the best solution to meet their need; and this comes by attentive listening to your customers.
#5 ‘Understood my needs’
The moment you can understand her needs, she is confident she has you to always talk to when problems come, and lastly, You should always let your customers know you understand her problems, this also boosts her confidence in you that you’re listening and connect well with her.
#6 ‘Helped me avoid potential pitfalls’
Helping your customers escape imminent pitfalls can win you loyal customers anytime- it works magic! When you see your business as a place where customers can get solution for their problems(not minding if you have to refer your customers to other sellers), your customers can be sure to come back to you to patronize you when they have a problem. This helps build trust that you can always solve their problems (and in some cases places you as a thought leader in your field) whenever they come in contact with your business.
#7 ‘Crafted a compelling solution’
Providing the best solution wouldn’t cut it, rather a providing a compelling solution would make you a top seller every time. What makes a solution compelling isn’t features or attractiveness- or even in how much benefit your customers can get, but in how accurate your solution can meet customers pain-points. proffering a compelling solution can only come when you understand what the customers want.
#8 ‘Depicted purchasing process accurately’
How smooth have you made the purchase process for your customers and is the purchase process exactly as you depicted to your customers? don’t surprise your customers with hidden processes which can drag or frustrate their purchase process.Let them know before-hand what to expect as they through the process. Finally, Much more than ever, do well to make the purchase process easy and simple as much as possible.
#9 ‘Connected with me personally’
Sales experts have shown over the years that we make our buying decisions largely through emotions. Top sellers do well to connect with their customers emotionally. They listen, understand and connect personally with their customers. They know their customers by name, send mails and complementary greetings to their customers. This helps their customers trust them that much more than the money, the sellers are interested in them and their success.
#10 ‘Overall value from the company is superior to other options’
There would always be competition out there. Your ability to differentiate your business is key; you do this not by listing numerous benefits but the quality of value your customers receive when in contact with your business. Your customers must be able to perceive the quality they receive from your business as superior to other options.