There are many reasons why customers don’t want to change the way they’re doing business: they’re happy with what they have, they have too many products in their line already, or they don’t see the value in what you’re selling. Most of all, they’ve become set in their ways, and that’s what seems to get in the way of your selling. Here are simple steps to help you sell change, even when customers want to stay the same:
Pointing out the return on investment is a valuable way of making your case; provide numbers, examples, facts and figures, a statistical analysis – whatever it takes to help them visualize how making the change will benefit them. Remember: nothing is stronger than your belief in the idea you’re presenting. You must have faith in your product, Best Subway Gift Card or service in order to give customers the confidence to make the change.
Asking a closing question too early is not a crime. In fact, it usually brings out the problem or specific objection your prospect has ahead of time so you can deal with it and qualify the opportunity right from the start.
Hand prospects a list of your clients, and tell them to call anyone on the list. They can talk about why they do business with you and how they’ve benefited from the change they made by going with your company.
Understand their competition. Understand their marketplace. This will give you more opportunities to tie in the value of your product and how it impacts their industry challenges. Testing your product gives prospects a taste of things to come. When someone likes you, trusts it you and respects the knowledge you bring to the table, he or she will be much more open to making a change.
Why is that important?; What does that mean to your customers?; Can you expand on that? The Best Subway Gift Card allows the customer to give you the right in-depth information and gives you the ammunition to make an intelligent presentation on why changing to your business will make all the difference. Find out what other areas of their business they made changes to in the past, why they did it and what benefits they received from making those changes.
Whenever a new idea is introduced, you’re bound to encounter some resistance. Customers who have been doing things the same way year after year aren’t necessarily open to alternative ways of thin king.
