Articles provided by RE-Sterling.com

You must understand the product you are trying to sell in order to thrive and grow to your potential, no matter what business you are in. You might think it is easy if you sell lawn care or if you have a restaurant and sell food. What would you tell me you sold if we were together right now. Before you answer, think about it. Would you think there surely must be millions of answers depending on the nature of your business? Wrong!

No matter what business you are in, one universal answer is applicable always. Your product is a solution which lead and will lead your customers to your door!

What you sell is Customer Service!

Contrary to much of the world's popular opinion, most customers frequent a certain establishment far more for the personal experience and service they can find there than for the actual product it provides. Problem-solving help and suggestions of possible products to meet their needs is equally as important to each person as the individual item itself that meets their particular need. An experienced sales person who is knowledgeable about all of their various products and product lines and what they do, and who can steer a potential customer in the right direction to solve their particular problem is invaluable to your business. Service in this case is far more important than the products you carry! Pleasant conversation and taking a personal interest in every person who walks through your door will go so much farther than any of the items you may choose to stock on your virtual or actual shelves. If this is not your current mode of operation, you should consider revising your service and sales plan.

The reason for taking this approach isn't so you can become an authority on his or her life or so you can become this person's best friend. Instead, by taking time to establish a relationship with this individual, you are ensuring he or she will think of you when the time comes for another purchase. Specifically, your goal is to have this individual recall how you exhibited a genuine interest in his or her life, interests, family or hobbies, and recall how comfortable he or she felt in speaking with you. Thus, it is more likely that he or she will wish to contact you first to negotiate future purchases. Even though your initial contact may result in a sale of a less-expensive product than originally targeted, or even result in no sale, the effort you have made at establishing a lasting bond will pay off tremendously when that individual is ready to make the major purchase.

The point this section is trying to make is that your products are not the things you sell. Your company's "product" is meeting the need that customers have when they come to your business. People don't care too much about the features of the things you sell. They care about whether your business can meet all of their needs, including their emotional needs.