3 SELLING STRATEGIES TO AVOID OR YOUR POTENTIAL CLIENTS WILL AVOID YOUR BUSINESS Have you ever walked into a business, talked to a salesperson, and left annoyed or angry? You may have even claimed that you would never return to the business again. It’s a situation that happens fairly often and proves certain sales strategies just don’t work. It’s important for business owners and salespeople to be aware of these strategies so they can avoid using them and upsetting their customers. You want your customers to enjoy working with your business so they return or refer people to you. If you’re using the wrong strategy, you’ll miss out on referrals and repeat customers. Here are a few selling strategies to avoid in your business. Failing to Focus on the Customer’s Main Problem When a customer steps into your business to purchase a product or service, there’s a good chance they’re trying to find a solution to a particular problem. Many salespeople make the mistake of explaining the bells and whistles of their product or service instead of listening to the customer’s main concerns. When you can provide a solution to the customer’s problem, you will be much closer to making a sale. Overpromising and Underdelivering Plenty of salespeople like to promise the world to their customers but there’s a limit to what they can actually offer. When salespeople overpromise, they are essentially lying, and it will come back to bite them. Customers don’t like being lied to and will be quick to share their experiences with others. A great way to avoid this is by offering a free trial so your customers can experience the product for themselves with no strings attached. They’ll know exactly what they’re buying, and you’ll be there to answer their questions and explain all the features and benefits without having to overpromise. Arguing With Customers Sometimes customers will respond to your product or service with unrealistic or unreasonable
Back in August 2021, Hurricane Ida, a Category 4 storm, hit Louisiana shores, causing billions of dollars in damages. Typically, when a storm makes landfall, it dissipates soon after, but Hurricane Ida did not. It remained a major hurricane for nine hours and continued to work its way north over several days. It even made its way to New York City, which required the city to declare its first-ever flash flood. According to insurance broker Aon, Hurricane Ida caused $75 billion in damages and was the sixth costliest global tropical cyclone ever recorded. Hurricane Ida brought with it a surprising change to the insurance industry. Because storms are growing stronger, appearing in unexpected places, maintaining their core energy further inland before dissipating, and lasting for longer periods of time, Americans who did not need certain types of insurance in the past now need to consider adding certain policies to their coverage.
According to the Federal Emergency Management Agency, floods are the most
common and costliest natural disaster, but only 27% of homes carry flood insurance, as many people not living on the coast are unlikely to need it. While flood insurance is only required by those who live within areas of greater risk, others should consider adding flood insurance to their coverage because Hurricane Ida proved flooding can happen to anyone, anywhere. Many people assume their homeowners insurance will cover their losses in the event of a flood, but this isn’t usually the case. If floods from a hurricane damage your home, you could be in for some trouble. When a homeowner does not have flood insurance, they may have to pay for all of the damages out of pocket. Don’t let yourself experience this situation firsthand. Add flood insurance to your coverage and give yourself some peace of mind.
objections. Stay silent or ask questions to further understand where they’re coming from because if you start arguing with a customer, you will lose the sale. There’s no foolproof way to sell to everyone, but by avoiding the above selling strategies, you will have a better chance of closing more sales.
2 • www.INSURICA.com • Specialized Insurance Programs for Specialized Industries.
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