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
- Tailor the options
- Understand the need
- Do the math
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.
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.
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 fill.
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.
