Suggest Product

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<p>Suggesting product is&nbsp;the process of you presenting the possible solutions for your customer to make a buying decision. The proper interaction here can greatly facilitate the buying process.</p> <p><strong>Asking Permission</strong><br /> As part of the Participative approach, you need to ask for permission to show a product that will&nbsp;meet the customer&rsquo;s needs. This appeals to the customer&#39;s sense of being respected and establishes that they are giving you permission to provide options for them.</p> <p><strong>Affirming the Needs</strong><br /> The easiest way for the customer to know that you have listened to and understand them, is your ability to repeat that information&nbsp;to them during the presentation process.&nbsp; Pay close attention to&nbsp;the video example to see&nbsp;the&nbsp;proper way to present solutions to customer needs&nbsp;while you are presenting the product.&nbsp; Keep in mind that people are making a buying decision based on what the product will do for them&mdash;not just the product alone.</p> <p><strong>Meeting the Budget</strong><br /> It is&nbsp;crucial to have a specific idea about the customer&#39;s budget before presenting products.&nbsp; Many sales are lost due to the salesperson&#39;s&nbsp;failure to&nbsp;get this budget information before suggesting product solutions.&nbsp; Watch closely the video example in the Qualifying Needs chapter so that when you present to the customer, you meet the budget need.&nbsp; This will increase your odds of helping the customer make a buying decision!</p> <p><strong>Asking for Feedback</strong><br /> Participative selling includes obtaining feedback on a regular basis throughout the sales process.&nbsp; This insures that the customer is fully involved.&nbsp; Questions&nbsp;must be asked&nbsp;as a way of&nbsp;including the customer completely in decision making; they also serve as the basis&nbsp;for correctly determining the customer&#39;s needs.&nbsp; Furthermore, the information derived from the questions&nbsp;helps suggest an effective presentation&nbsp;in the solution-based sales process.</p> <p>&nbsp;</p>