6 Super Easy Tips To Help You Understand Your Clients

Tip No. 1: Active Listening

Be honest. How much of problem is the fact that you’re not retaining the information your client is already giving you?
In many cases, the problem lies not with our failure to get the prospect to talk, it’s with our failure to actively listen to what the prospect is saying.
Active listening is not easy. It takes effective persuaders a long time to master this skill. However, once you become a good listener, you will get the information you need much easier.

Tip No. 2: Build Rapport

If you want to get rejected, then you should make the mistake of getting right down to business and going straight for the sale. The prospect isn’t able to relate to you as a person when you make this error.
You’re just another self-interested person who is trying to get their money.

The result? Yet another lost sale.
If you’re looking to establish a profitable long-term relationship, it can’t be all about business. Build some rapport first. As a matter of fact, don’t ever stop building rapport. Even when you ARE selling.

Tip No. 3: Use Humor

Humor is one of the most effective tools when it comes to getting your prospect to let his guard down. Not only does it allow you to set the tone for the rest of the interaction, the positive emotions it brings out will instantly endear you to your prospect.

Tip No. 4: Keep Your Mouth Shut

When interacting with your prospect, it’s very important to remember that it’s about them, not about you. Your prospect should be doing most of the talking.
You will be tempted to interrupt and start pitching your solution while the customer is talking. Resist that temptation at all costs. If you interrupt and start pitching, you will derail the entire conversation. At this point, it’s not time to discuss your product. It’s time to understand your prospect.
The only time you should speak is when you need to clarify something the prospect is saying. It’s okay to rephrase the prospect’s statements in order to comprehend what the customer is saying. As a matter of fact, doing this will show your prospect that you are paying attention. This will help you establish a closer connection.

Tip No. 5: What’s Their Vision?

One of the best ways to understand your clients is to find out what their vision is. Try to find out where they want to be and what they’re hoping to accomplish.
If it’s a B2B customer, where are they trying to take their business? What goals have they set for its growth?
If it’s a B2C customer, find out what they might hope to achieve with your product or service. What are their goals.
It’s easy to focus only on what the customer might need in the present. This is a mistake. You need to find out where they want to be, and what’s keeping them from getting there. This is what will enable you to help them.

Tip No. 6: Find Out Their “Why”

As entrepreneurs, we always want to focus on our purpose. After all, building a successful brand means figuring what your company’s purpose is.
If you’re trying to better understand your customer, why not find out what their purpose is? What do they stand for beyond consuming your product or service? This may seem like something that’s only applicable for business customers, but it can also apply to consumers as well.
What is the reasoning behind their interest in your product? What lifestyle does your product or service promote?
A good example of this is a company called Beardbrand. This Washington-based company sells beard-grooming products for men. The company promotes the “Urban Beardsman” lifestyle.
So their customers buy products to care for their beards, but there’s more behind it. It’s because they are part of a culture that they buy into. Beardbrand has managed to tap into that culture.
Figuring out your customer’s “why” is the key to understanding them. It’s also the key to being able to solve their problems and help them get where they want to be.

Conclusion

The first step to a successful sales interaction is understanding with whom you’re dealing. Without knowing who your prospect really is, you’re trying to hit a target blindfolded.
The better you know your prospect, the better your sales pitch will be.  You will earn far more sales when you take the time to understand who you’re trying to sell to.







SOURCE: smallbiztrends.com