Traditionally, the main job of a sale rep is to sell products to customers. And some people even think that their tasks are done once the deals are made. However, the once-for-all deal is not a company’s goal and what we need is to make a profit in the long run.
There are many tactics to sell products. Skilled and trained sales reps can successfully persuade a customer to buy a seemingly unnecessary product. But when a customer cannot benefit from this purchase, will he/she repurchase from you? The sustainable development of a company depends on repeated purchasing from customers.
A successful deal doesn’t mean selling products to your customers, and in fact, meeting your customers’ demand and creating values for customers is the ultimate goal for selling. And whether you can make your customers profit by purchasing from you should prioritize other factors when making any strategic decisions.
Creating value to customers is easy to say but hard to implement. Almost all companies state that they give top priority to their customers and customers come first. But if you explore deeper, you will find that few of them have paid attention to customers’ sales report, let alone checking whether customers have made or lost money after purchasing from them.
The first principle for selling is to create value to your customers, to keep your customers profit from working with you, to ensure your customers keep the same pace with you. So when you try to sell to your target customers, please ask yourself several questions:
1) Can you offer competitive prices for your customers without sacrificing the product quality?
2) Can you come up solutions for the customers to solve their pain points?
3) Do you have core competitiveness in the industry to ensure your product quality, prices and services consistently?
