Telling vs. Selling

Many retailers make the mistake of thinking that they’re selling when all they’re doing is showing the customer an item.

Selling involves asking discovery questions of your client or customer.  What are they looking for? Why? How will it help them? Will it improve an aspect of their life?

Then you also try to discover what they are not looking for, what they do not want. If you don’t ask, you might be assuming, and we all know where that takes us!

When you take the time to discover what your customer or client wants, you can then sell them on the product by showing how it will solve their problem, make them look good, and feel that you’re doing them a favor rather than trying to sell them something they either don’t want or don’t need.

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