Sales Secret (28): Help customers spend money....correctly.

Hi, 

In yesterday's sales secret, we found that helping customers save money would help the sales people achieve more sales. And, today's sales secret is - help customers spend money. Aren't they quite contradictory? Not really! Actually, by helping them save money, you help them spend money too. Because, when you suggest solutions that save their money, you earn their goodwill which would result in lasting sales for you.

Customers, with limited information available at their hand, find it difficult to make decisions. They go through the confusing dilemma : to buy or not to buy, to spend or not to spend, now or later, this one or that one, etc. It is the salesman's responsibility to help them make correct decisions by providing all relevant information and empower them to make the decision to buy. 

You have to have the intent of helping the customer getting the most appropriate solution that meets his requirements at the least possible cost. That will earn you goodwill and empower your customer to spend money....correctly. 

To your sales success,

With love,
Siva
PS: Sales Secrets published earlier can be found at the link given below:
http://value4value.blogspot.in/search/label/Sales%20Secrets