Question

How does a salesperson avoid selling​ "just a​ product," but rather provide valuable​ solutions?

Answer 1

A salesperson never focuses on selling a particular product only. Rather builds a relationship with the customer and then provide the best possible solution to the problem he/she is facing.

1. A salesperson has to build a relationship through effective communication. This includes asking right set of questions and checking whether the customer really needs our product. If yes, then only he should be pitched.

2. By asking the questions, a salesperson is best able to learn whether the problem at the disposal of the customer is solved by our product. Will our solution really provide any value for the customer.

3. A salesperson does not have to blindly go and sell a product, rather perform an introspection and matching of problem solution on both ends. The customers are smart enough to sense whether a salesperson is just selling or providing valuable solutions.

By following the above steps, the process of selling becomes a problem-solving discussion. The customer, whether he buys or not, becomes a friend. The relationship thus started lasts long by providing sales through customer needs or his referrals.