Most people think selling is about being passionate about your product and convincing others with logic. Wrong! If you want to sell successfully, you need to understand one thing: it’s not about you. It’s all about your clients. In this blog post, I’ll show you exactly why and how to sell like a pro, using super simple examples, and throw in some top statistics and quotes to drive the point home. Customer-Focused Selling Strategies are the single one thing to focus on.
"Sell the problem you solve, not the product."
Why Customer-Focused Selling Strategies Lead to Success
1. Your clients see the World Differently as you do
Your potential client doesn’t think like you. They have their own problems, needs, and perspectives. To sell to them, you need to step into their shoes. Imagine you’re trying to sell a toy to a kid. The kid doesn’t care if you think it’s the best toy ever—they only care if it’s fun for them in this moment. "The best salespeople listen more than they talk."
Example:
Let’s say you’re selling a bicycle. You might think it’s amazing because it’s fast and lightweight. But the buyer cares about safety for their child. Focus on what they care about, not what you care about. Find out what they want first.
Statistic:
86% of buyers are willing to pay more for a better customer experience. (PWC)
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2. Ask Questions to Understand the Other Person’s Perspective
To sell effectively, stop talking and start asking. Ask your potential buyer what they need, what problems they’re facing, and how they see the world. The more you know about their perspective, the better you can tailor your pitch.
Example:
You’re selling a smartphone. Don’t just list its specs. Ask the buyer: “What do you usually do on your phone?” If they care about taking photos, talk about the camera. If they’re into gaming, talk about performance. It’s all about their needs. Then show them what your product can do for them.
3. Your Ego Should Be at Zero
Selling is not about showing off how great your product is or how smart you are. It’s about making the buyer feel understood and important. Forget your ego. Focus 100% on the buyer’s point of view.
Example:
You’re selling a fitness program. If you spend the whole time talking about your success and how fit you are, people will tune out. Instead, focus on them. Ask them what their fitness goals are and show them how your program can help them achieve those goals.
Statistic:
68% of buyers say a salesperson who listens to their needs is a major factor in choosing who to buy from. (HubSpot)
4. Wrong: Arguing from Your Point of View
A huge mistake salespeople make is talking from their own perspective. Stop. Your perspective doesn’t matter. What matters is the buyer’s perspective. You could be super excited about what you’re selling, but if it doesn’t align with what the buyer cares about, it’s meaningless.
Example:
You’re selling a car. You love the car’s sleek design and speed. But the buyer is a parent looking for a family vehicle. If you don’t talk about safety features and trunk space, you’ll lose the sale. You must speak their language.
5. Wrong: Thinking Your Excitement Sells
Nobody cares if you love your product. What matters is whether they love it. Stop thinking that your passion alone will make a sale. If the buyer doesn’t see the value, your enthusiasm is worthless.
Example:
You’re selling a new app that you think is awesome because it has the latest tech. The buyer doesn’t care about that—they want to know if it will solve their problem. Focus on what it does for them, not how cool you think it is.
6. Success Comes When the Buyer is the Focus
Here’s the ultimate key to success: the buyer is the star. If you make them feel like the most important person in the room, they’ll trust you. And when people trust you, they buy from you. You’re not important. They are.
Example:
If you’re a real estate agent, don’t just show the buyer a house. Ask them what they imagine their dream home to be like. Then, tailor your presentation to show how this house matches their vision. Make them feel like this house was built just for them.
Statistic:
60% of buyers say no to a sale because they feel the salesperson didn’t care about their needs. (Salesforce)
"The customer’s perception is your reality."
Need 1-1-on help with getting more clients?
Get your free consultation here:
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