Every salesperson learns to personalize his or her pitches; to craft a relatable story for the customer from his or her unique experiences and knowledge. Still, salespeople from all regions and segments of the industry share some common ideas about selling energy-efficient products.
- Take your time
No customer wants to be rushed into a sales pitch, and some will be
downright offended at an overly direct approach. Give them plenty
of time to learn a product’s benefits, and they may close the
sale for you.
- Tailor the options
All customers want choices, but very few will want to wade through
your entire catalog. Explain why two or three of your products are
the best options, and guide the discussion from there.
- Understand the need
This might seem obvious, but in the rush of a new trend, it’s
all too easy to lose sight of a product’s real value. Talk
with each customer until you’re beyond the buzzwords, and you
understand exactly what need (or want) he or she is trying to
- Do the math
When it comes to explaining cost-effectiveness, numbers beat words
almost every time. Charming conversation is helpful, of course; but
a personalized demonstration of savings over, say, a one-year
period can be far more convincing.