We all know
that online shopping has changed how we buy. It is often quicker, easier and
more convenient. It allows customers to find out everything they want about a
product before they make a buying decision. It has entirely changed the way
that sales happen.
This has had
a large impact on B2C sales. Retailers are now starting to realise that they
need to understand the needs and desires of their target customers to boost
conversions and sales. It is now essential that they quickly identify cause and
effect and identify trends as quickly as possible to keep customers happy.
While a lot
of this should be second nature to a salesperson, this advice to retailers is a
timely reminder of why this is such a critical part of a salesperson’s role.
The rise of online shopping has changed not just retail behaviour but the
entire sales process for both B2C and B2B. Buyers have more information than
ever before, but they may still need someone to help them understand this
information.
In response
to this, salespeople have been taught that they need to ask lots of questions,
but this is just not enough. Some salespeople are still failing to listen to
the answers, or ignore those that do not help them reach their final goals.
They need to make sure they are taking this final step to ensure they are truly
offering a solution rather than just going through the motions.
Strategic
questions can be an extremely valuable part of this process. By asking
questions such as “tell me about your ordering process” or “explain to me how
this works”, you will be able to obtain more information from the customer.
This will help to ensure you are obtaining all relevant information about your
customer, allowing you to fully understand their needs and support them through
the sales process.
How do you
make sure you understand your customer’s needs?
Hays Sales
UK are experts in all areas of sales recruitment. To find out more about how
our highly skilled consultants can support you, please visit our website.
