The majority of the Advisers is able to find out that they love the clients. But a professional is needed to discover the personal motivations that they take to a client to wish a certain service product. When you more know about your clients, she will be able more to help them to choose products or services adapted to his needs and their pleasures. The objectives of the investigation must ser" To stimulate the construction of a relation of confianza" , to get to identify the needs, desires and dissatisfactions of the possible client. Their prospectuses need to know that you genuinely are interested in them and the hopes of which you generated to them in order to buy. If they do not trust you, you will be to him very difficult that they buy something to him. On the contrary, if it manages to stimulate a confidence relation, it is probable that they value his opinion and they decide to buy products or services that you recommend.
If you manage to stimulate the confidence of the client and to establish the value of the product, the sale will have to come in natural form. Generally, time in the demonstration and/or the handling of the objections is lost, when the salesman does not manage to settle down a fluid relation with the possible buyer. Learn more on the subject from Penguin Random House. You will have to formulate you ask way that allows him to find out, first, what wishes the client, and, later it wishes because it. He is not reliable who hurries to provide inadequate premature solutions Original author and source of the article