What We Offer

Know Your Client, Product & Market

“If you can’t explain it to a six year old, you don’t understand it yourself.” – Albert Einstein

This is one of the major differences between a salesperson and sales professional, a professional makes it their duty to study the market, know the product and research the client. This is only half the job though, let us show how you can turn knowledge into power.

Below I have done my best to give you as much value as possible even before choosing Mark Sclaire as the trainer who WILL help your business

Questions below will help answer any doubts you may have

Why it is essential to know your products:

Product knowledge is a necessity in selling. The saying “knowledge is power” is a truism in sales.

As a salesperson, you are already on the path of failure if you don’t have enough knowledge about your product.

You can build trust and long-term relationships with your customers if you explain the products with confidence.

Firstly, understanding your product will boost your communication skills. There will always be a lot to talk about when selling a popular product. As a retailer, you will use various selling techniques and methods to present your products to clients. An in-depth knowledge will give you an edge in selling because you can adopt as many selling strategies as possible. You can even ask each type of personalized customer questions. Effective selling is when the salesperson offers a product that solves the buyer’s problem and not the outcome he loves. You will end up selling features if you fail to study and research about the product.

You can only present your products’ benefits to your clients if you have ample knowledge about the product’s features.

You will struggle to achieve sales if you cannot explain to the customers the benefits they will accrue in using your products and services—the higher your knowledge about your product, the more your sales.

Sellers ought to be enthusiastic about their products, and this goes a long way in silencing any iota of uncertainties about the product. You can display your belief in your product by being enthusiastic about it. It is effortless to recognize a customer who enjoys selling a product. Remember, the first item that you sell is ‘you’ while your product is the second sale. The customer must first believe in you before believing in your products.

Self-confidence is one of the essential skills in selling. Most customers fail to buy because the sellers are not just confident in their products. Inadequate knowledge about a product breeds a lack of confidence. Go ahead and acquire more education about your products and services and you will close up and cement many sales.

It is common to see customers who make objections before buying a product. Don’t be scared if you experience customer objections. The customer is trying to be careful so that he won’t be choosing the wrong product. These objections are like questions, and the customers only inquire to know more about your product and are sure that your product will satisfy their needs. You will be able to counter such objections if you are well versed in your products and your competitor’s products.

On the whole, having a good knowledge of your product will make you a better seller. You will be more productive.

Why it is essential to know your clients

Quality is a customer’s perception, and you can satisfy them if your product meets their expectations. As a salesperson, you aim to exceed your customers’ expectations, and you can achieve this by knowing about them. Your customer’s buying patterns and preferences are critical to their buying decisions. Knowing about their buying pattern will lead to more sales.

Your marketing campaigns will be more efficient if you know more about your customers. With in-depth knowledge about your clients, you will be able to target the right people. You will know who they are, what triggers their buying decisions, their preferred products, etc.

Targeting the wrong customers can lead to a waste of time and funds. In some cases, the buyers are not the decision-makers. You have to research deeply to know about the people that make the buying decisions. With this, you can customize your products and services to meet their needs. When your clients are happy about your services, they will spread the message to other clients for you. On the whole, customer satisfaction is at the heart of every sale.

A satisfied customer is more likely to recommend your products to other clients, which will lead to customer loyalty, long-term relationship, retention, and more sales.

Why it is essential to know your market

It is a big mistake for a company to believe that everyone will like their product. Everybody cannot be your target market. Having such mindsets will lead to frustration, unproductive advertising, and reduced product launch. Of a truth, everyone cannot love your product.

You have to target the right people who require your products. You can only advertise your products to the right people by defining your target market. Setting your target market does not imply that you are limiting yourself to the target market only. You can always sell to other people, but it is important to channel your marketing efforts to people with similar traits who are interested in your products. These people are called your “target market.” A monopoly is a thing of the past; hence, there is serious competition in the market. To win the hearts of your target market, you must offer services that met their expectations.

You can’t satisfy your target market when you don’t know about them. By understanding your target market, you will be able to identify the desired features and specifications. You can then design your services and products to meet those needs.

The expectations of your clients are also significant. With in-depth knowledge about your market, you will know what your clients want and how your product can solve them. You can then manage your expectations effectively. Firstly, your customers will no longer have unrealistic expectations about your products. Secondly, your customers will attain satisfaction, and they will be ready to always come back for more.

Advertisement is a very vital area in marketing. Understanding your target market will make your advertisement campaigns efficient and straightforward. More so, knowing your target market will prevent you from advertising to the wrong customers. With the right advertisement knowledge, you will know the proper channels and the right messages to launch effective adverts. Today, social media is an effective advertisement platform. People hardly read things that do not interest them. This is also applicable in other advertisements platforms like newspapers, radios, magazines, etc. With in-depth market research, you will gain a deep understanding of your target market. You will be able to pitch engaging content during your advertisement campaigns.

What are the features and benefits?

I’m sure you’ve read about or seen write-ups carrying “features and benefits.” Customer-centric companies use it frequently in their product descriptions. “Features and benefits have become cornerstones in product marketing. But what are the differences between them, and how can we write a catchy “features and benefits” message?

Features are the characteristics of your products specifying their capabilities and descriptions. Features tell you about the “what” of a product.

On the other hand, ‘benefits’ are the values that the customer will gain from using the product. It tells you about the ‘why’ – why the features will add value to the consumers. Now, let’s take a look at a typical example:

“Our water bottles are made with a copper wall layer… which creates a condensation-free exterior.”

The example above,’’ made with copper wall layer” is the features while “which creates a condensation-free exterior” is the benefit.

Always take a more in-depth look at your product descriptions to understand your features and benefits so that you can leverage both of them in your marketing.

The importance of having a great relationship with your customer

Maintaining excellent relationships is necessary for life, not only in our personal lives but in our business. Great relationships can attract new customers, help you retain current customers, and manage your business’s reputation.

One of your greatest assets is your retained customers. I mean people who have used your products many times and have established a good relationship with you. They are loyal to your brand and will feel safe and comfortable to work with you. They know that they can share their problems and feelings with you. Existing customers are the driving force of several companies. Over sixty-five percent of your business is dependent on the current customers, and it is crucial to keep them. There is no magic wand in customer retention than maintaining a good relationship. More so, businesses can lose 20% or more of their customers if they fail to cultivate great relationships with their customers.

Companies spend a lot on advertising and marketing, but with many existing customers, you will spend less. Having many current customers is very profitable because they are more likely to convert than new customers.

So, do well to foster a great relationship with every customer that you have an encounter.

Remember, negative things about any company spreads like wildfire, especially if the customers are displeased. However, existing customers are significant assets in spreading word-of-mouth and referrals. They are most likely to refer their close relatives and friends to your brand if they are satisfied with your product. As we know, people believe a lot in word-of-mouth referrals from friends and loved ones.

On the whole, “no man is an island,” and no business can thrive in isolation. Business needs trust. And great relationships provide the way withal.

Importance of tonality and voice inflection

Words are one of the most powerful tools in selling. As a salesperson, you are most likely to meet clients daily. You can lose valuable clients if you use the wrong tone when selling. More so, maintaining functional tonality can convert complaints into sales.

Tonality is the expression of your business through the way you talk. Tonality can create perceptions about your products and can determine the number of sales you make.

It is not all about the things you say, but also the way you say it. You can drive away clients if you are rude. Your clients can also sue if you are abusive or aggressive.

How do you think your customer will feel if you address them by their names? Sure, they will be happy. They will feel the cordial knowing that you have devoted interest in them and things that give them value.

Inflection has to do with the raising up or lowering your voice – pitch. You should learn and research on when and where to raise or lower your voice. A salesperson who consistently shouts on customers may find it challenging to maintain leads.

Customers can be annoying at times, and your response will either calm or complicate the issue.

It is very pertinent for sales professionals to know how to shape their voices. Everyone has a unique tone, but is it a perfect fit for your Intentions? Does your customer understand you? Can you influence them with your mood?

You will sound more passionate when you can change your tonality and voice inflection to suit your aims.

Why it is essential to have great relationships with people in the business

An interpersonal relationship is a real skill in any business. The majority of people spend a lot of their time at work than the time they spend at home. They spend more time with their colleagues in the office than with some of their relatives. Considering the time spent together, coworkers and colleagues need to foster a good relationship. A great relationship among coworkers is not only beneficial to the workers but the business.

As a salesperson, you may not be at your best if you operate as a loner.

Teamwork is golden! And you will always feel a sense of motivation, knowing that you have a team of supporters who are ready to support you. Great relationship boosts teamwork and teamwork, in turn, breeds productivity. Your overall performance will increase when you get on well with your colleagues at work. They can cover up for you in case of any lapses. And they can also lend their voice to support you whenever you struggle to convince a client.

Moods can stifle sales. An angry or sad salesperson will not be productive. Maintaining a good relationship with your colleagues at work can improve your mood. Poor relationships with coworkers can lead to the transfer of aggression to customers, which does not augur well in business.

Employee retention is critical in business. A worker who forged a great relationship with his coworkers is more likely to stay on the job for a long time. At some point, he may feel as though he is part of a family. A retained employee with good work experience in a particular office will garner lots of expertise and become very productive. In the same vein, the company will grow when there is friendship among the staff.

This importance may not seem striking, but mind you, they can make a lot of difference in the working environment. A great relationship among coworkers will create a very positive ambiance in the workspace. The positivism will be noticeable by customers.

Poco a poco, great relationships at work can lead to massive improvements in the business. With a great connection at work, business expansion is inevitable.

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I wouldn’t say its too late but ask yourself how much revenue you have lost because you didn’t act straight away

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CONTACT DETAILS

Mobile:  +971 56 655 6093

Email:    mark@marksclaire.com

CONTACT US

+971 56 655 6093

mark@marksclaire.com

Dubai, United Arab Emirates

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