You're faced with a customer doubting your product's value. How can you convince them of its worth?

Critical components: - Identify current state - Identify desired state - Identify why they cannot achieve it on their own - Identify why the change is necessary - Identify the impact of NOT taking action - Quantify the above and create a comparison of what the return in e.g., time, money, opportunity lost costs, etc, with the solutions provided. This approach is a game changer.

Check and confirm. Repeat back what you are hearing them say their doubts are and specifically work on each one separately. Use facts, and even testimonials from other clients to prove your product/service can eliminate the prospect’s skepticism. Check and confirm, again. Ask your prospect if you have resolved all doubts and ask permission to move forward.

Focus on their needs and provide concrete examples. Say: "I understand your concerns. Our product has helped clients like XYZ achieve X% growth. Let me show you how it can address your unique challenges and add value to your business."

Com a escuta ativa, incentivando o cliente a falar através de perguntas abertas, com empatia, paciência e rapport, consigo me conectar com ele, e assim identificar, e entender de fato, o real motivo de suas preocupa??es. A partir daí, digo-lhe que nós entendemos, respeitamos e valorizamos o seu ponto de vista e, que estamos comprometidos em encontrar a melhor solu??o que atenda, e supere às suas necessidades e suas expectativas.

In my industry, it's common for customers to doubt if a product will work for their customer base. They often have limited budgets, excess inventory, and many salespeople like me coming through the door, all vying for the same placement with the next "great" product promising to boost revenue. When faced with this challenge, any good salesperson should rely on the foundation of sales: building rapport. In this situation, focus on selling yourself, not just the product. Have you ever steered your customers wrong? Haven't you always prioritized their needs? Sell them on the truth: you want them to succeed because you're equally invested in them, their business, and the product you're offering.

When addressing a customer who doubts the value of a product, it's essential to emphasize the benefits and proven results in a relatable and straightforward manner. Highlighting the product's unique features and the positive impact it has had on others can be persuasive. For instance, my services offer a unique blend of astrological, numerology, and gematria analyses tailored to provide deep personal insights. Many clients have found these analyses invaluable in navigating their life's challenges and making informed decisions. By highlighting these success stories, it's clear that this is a valuable opportunity to experience significant personal growth and understanding to improve one’s life in many ways.

Após a escuta ativa, podemos captar as inten??es, os sentimentos e as necessidades do nosso cliente, e assim, destacando os benefícios do nosso produto ou servi?o, criaremos uma conex?o emocional, aumentando e muito, a nossa oportunidade da venda consultiva. Porque entendendo as suas necessidades, conseguiremos ofertar uma solu??o que o atenda, e o satisfa?a. Temos convic??o total da qualidade dos nossos produtos ou servi?os, porque a nossa miss?o é a satisfa??o total dos nossos clientes, e no nosso site, ou em nossas redes sociais, temos vários relatos de clientes que usam e aprovam a qualidade e transparência da nossa empresa.

In my tenure at Panasonic Life Solutions, I learned that showcasing benefits requires a tailored approach. Generic advantages rarely persuade; instead, I focused on how our electrical solutions specifically improved operational efficiency and safety for our clients. One technique I used was to quantify benefits, such as reducing downtime by 30% or enhancing energy efficiency by 20%, providing concrete metrics that customers could relate to their business objectives. This made the benefits not just visible but measurable, transforming abstract value into concrete, relatable terms.

It’s the most important thing. Sales person must understand the needs of customers and their needs. Customers need beneficial products.

After identifying the customer's concerns, clearly communicate how your product directly addresses their specific challenges. Use concrete examples and case studies that demonstrate the product's success in similar situations. This helps the customer see the real world impact and makes your value proposition more relatable and convincing.

Demonstrating ROI goes beyond presenting numbers; it’s about crafting a narrative that aligns with the customer’s strategic goals. At A.O. Smith, I utilised detailed financial models to compare the cost of our water treatment systems against potential savings in maintenance and energy consumption. I also highlighted opportunity costs—what the customer stands to lose by not investing. This dual approach of showing direct savings and lost opportunities helped to make a compelling case for our products. Real-world examples where similar clients saw significant ROI helped reinforce this message.

Return on investment is crucial to a customer deciding on something. What will it do for them? You must explain the benefits and clearly portray how YOU/YOUR PRODUCT will benefit them and how MUCH BETTER life will be with their needs fulfilled by you.

ROI can be measured by needs and product performance. This is important factor for sales pitch. ROI can be different as per product. A vacuum cleaner ROI can be efficiently working, low voltage consumption etc.

Customers often prioritize ROI, so it's essential to explain how your product can deliver measurable financial returns. Break down the costs and benefits over time, highlighting potential savings or revenue increases. Use simple terms and relatable examples, and compare these benefits with the potential losses of not using your product. This approach helps them clearly see the financial advantage and long-term gains they could be missing out on.

When I engage with clients, I want them to see that their investment in our product transcends mere expenditure; it's a strategic move towards substantial savings and increased profits. To clarify this, I break down how our product fulfills this promise with clear, relatable examples. I present a detailed analysis of the cost versus benefits, demonstrating the real value our product brings to the table. Furthermore, I underscore the risks involved in not adopting our solution by outlining the potential financial losses. This method does more than just illuminate the monetary advantages; it also highlights the strategic benefits that our clients will reap in the long run.

Sr. cliente, entendemos o seu ponto de vista em rela??o ao valor do nosso produto, e temos tanta convic??o da qualidade do que vendemos, que temos um departamento na empresa, que cuida especificamente deste canal, através de pesquisas de satisfa??o e pós-compra, com os clientes que compraram, fazendo entrevistas, e enviando questionários sobre a qualidade e satisfa??o com nossos produtos. E se quiser também, estamos presentes nas principais redes sociais, @empresaxxxxx. é de cliente como o Sr. que a nossa empresa gosta de vender, porque sabe o que é qualidade, e qualidade, é o nosso DNA.

During my role at GM Elektra, sharing detailed, industry-specific testimonials was key. I found that case studies that included before-and-after scenarios were particularly persuasive. For instance, presenting a case where a similar client faced significant issues and showing how our solution reduced these by 50% created a powerful narrative. Additionally, video testimonials where customers shared their experiences added a personal touch that written testimonials couldn’t match. These real-world success stories provided tangible proof of our product's impact, making it easier for prospective customers to trust in our value.

By having a proven track record, this shows consistency. Customers are creatures that like to go where the herd goes. Therefore if the herd likes you, usually they will too.

Share testimonials and case studies that showcase the success of customers who faced similar challenges. Ensure these stories align with the prospective buyer's industry and concerns. Personal anecdotes can bridge the gap between skepticism and trust by offering social proof and illustrating the tangible value of your product in real world situations.

Testimonials and word of mouth are a huge way to share how a product works. When you have a great product or service then it sells itself. People then search for you or your product because of shared experiences.

Na minha experiência em vendas externas, percebi que a melhor garantia de oferta, é aquela que garante a satisfa??o total do cliente ou a devolu??o do valor investido. Além disso, com a ajuda da tecnologia, conta positivamente também, para alguns produtos ou servi?os, aquele suporte de pós-venda 7/24, ou seja, sete dias da semana, 24 horas. O principal objetivo de qualquer garantia de oferta, deveria ser acima de tudo, de passar para o cliente, a seguran?a e a qualidade do produto ou servi?o, e que ele (cliente) é a nossa raz?o de existir hoje e sempre.

Show you geniunely care. Follow up. Give extra for free. Show compassion. Understanding. Be real! Be authentic. This will make your customers likely to recommend you to others and come back for more.

To ease any remaining doubts, offer assurances like warranties, customer support, or a trial period. This demonstrates your confidence in the product and reduces the perceived risk for the customer. Additionally, emphasize post-sale support to show your commitment to their long-term satisfaction, not just the initial sale.

There was a time when you heard "money back if not satisfied" , " double your money back", these terms have been on the decline. In today's market extended warranties are a sales item not a satisfaction guarantee. If there out there use them . If not then know return policies for your company and laws protecting the consumer. That's the customer. Transparency is a great indicator of your integrity as a sales person. Sit in there seat and see if it's comfortable. Once it is , all boats rise.

Acredito que tanto na vida pessoal ou profissional, viver é saber adaptar-se, e em cada intera??o com um cliente cético ou n?o, temos uma grande oportunidade de aprendizado. Como dizia Ralph Waldo Emerson: "Todo homem que conhe?o é superior a mim em algum sentido. Nesse sentido, aprendo dele." Trazendo para o mundo corporativo, todo feedback de nossos clientes s?o valiosos, porque s?o oportunidades de melhoria e evolu??o, gerando impacto positivo em diferentes pontos de nossos produtos ou servi?os. E após o feedback do cliente, aproveito o momento para expressar a nossa gratid?o ele, por nos ajudar a cada dia, sermos melhores e mais competitivos no nosso negócio.

At GM Elektra, adapting and learning from customer feedback was crucial in improving underperforming territories. When we encountered repeated concerns about product compatibility, instead of viewing this as a setback, we saw it as an opportunity for growth and established a feedback mechanism for direct customer reports. This data was analysed and used in our product development process. For example, we adjusted our product designs, resolving compatibility issues and leading to a 30% increase in customer satisfaction. This continuous loop of feedback and improvement ensured we stayed responsive to customer needs, fostering innovation and customer-centric development.

Use each interaction with a skeptical customer as a chance to learn. If certain concerns come up repeatedly, think about how you can adjust your sales strategy or improve your product. Maybe a feature needs more emphasis, or perhaps there's room for product enhancement. By incorporating customer feedback, you not only improve your current pitch but also refine your approach for future sales opportunities.