Sales is to “accompany” customers to buy things.

Whenever I talk about this issue, some friends will definitely say that sales is "selling things to customers". Of course, there's absolutely nothing wrong with that, because the salesperson's purpose is to close the deal in the first place. However, if the salesperson is too focused on "selling things", he is likely to sell something that is not really needed by the customer, and he wants to sell it to the customer, and the customer feels that he is "being sold", which is often the reason why many people run away from the salesperson.

The "question-based sales method" is to emphasize "helping customers buy things", through appropriate questioning, it can not only show the professionalism of the salesperson, but also help customers clarify the real needs. At the same time, at the end of the conclusion, the customer will naturally nod yes through guided questions, so as to avoid the feeling of being sold. But, really, from the customer's point of view, is there something missing? yes, the joy of picking things out of their own way.

Many times we want to buy something, not only to meet a need or solve a problem, but also to have fun and a sense of accomplishment in the process of selecting goods. Therefore, when buying some high-priced or relatively important goods, if we have a familiar friend or happen to be an expert in this field, we are likely to want to discuss with him, or even ask him to accompany us to buy, I believe most people have such experience.

However, there are two things that can happen when we ask these friends to accompany us to buy something:

The first is that all the pace of the process is led by this friend, including which store to go to, which products to compare, and which one to choose in the end? If this is the case, I think although the things are bought and do meet the needs, I am always a little unhappy because of our lack of participation. If you have learned some experience in the process, maybe the next time you buy the same type of goods, you will rather buy it yourself than want to find him to accompany you.

On the other hand, this friend respects our pace and wants to hear what we think, which stores we want to visit, or when we have a pre-set goal to choose, he will also give professional advice at the right time. At the same time, in the final decision, he will also analyze the pros and cons of all products with us, but the final decision-making power is still left to us. And I believe that in this kind of accompanying process, we can not only buy the goods we need, but also refer to his advice, not only learn considerable knowledge, but also participate in the fun of selection, so the next time we need to buy similar goods, we must still hope to find him to accompany us, and even share this pleasant experience with friends.

So, as a salesperson, can you be such a "friend" in your field of expertise?—customers like to ask you to accompany him in his selection, listen to your opinions and ideas, and analyze the pros and cons of competing products. And if your role is simply to share the complete information with the customer, and the final purchase decision is also handed over to the customer, then whose product will the customer want to buy in the end?

Therefore, when a salesperson can "accompany" the customer to buy something, and the customer is willing to let him "accompany", I think the final transaction is just a natural result.