Experienced California professional Robert Yanik has amassed decades of experience in construction project management and sales. Since 2014, Robert Yanik has managed the sales team at Organic Depot, LLC, working to identify and secure new clients for the Aguanga, California-based firm.
The ability to efficiently close a sale is crucial for a sales professional to be successful. One of the main keys to this process is to adopt a firm focus on the customer. While it may be easy to center a sales conversation on the product or service in question, sales representatives must instead gather an understanding of the customer, including his or her buying habits and needs. This allows sales professionals to better connect with potential clients. Instead of simply listing an array of product features, sales professionals can help customers understand how a product or service can solve specific problems.
In learning about customers, sales professionals should seek to find out if potential patrons are considering giving their business to a competitor. It is important not to foster ill will by speaking badly about competing companies. Instead, sales representatives should harness this information to highlight the specific benefits that their products offer over the competition.
In general, business experts recommend that newer professionals shed the common “always be closing” mentality in favor of a more gradual, customer-focused approach. After developing a reputation as a trusted advisor who is genuinely dedicated to the customer’s best interest, sales professionals will have earned the right to ask for a sale.
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