How can you persuade clients to make a purchase in person?

You can’t just ask customers what they want and then try to give that to them. By the time you get it built, they’ll want something new ~ Steve Jobs Salespeople deal with ample amounts of negativity. For every deal you close, you likely face countless unanswered calls and emails — not to mention uninterested or even hostile prospects. Speculating prospects' needs and preferences, find common ground, focus on the benefits always, and give demonstration are keys to direct selling

Persuading clients to make in-person purchases involves creating a compelling and personalized shopping experience. Begin by understanding their needs and preferences. Engage in active listening to tailor your recommendations accordingly. Implement loyalty programs or special perks for in-store customers, further incentivizing them to choose the physical location. Consider hosting exclusive events or product launches to draw clients into the store, fostering a sense of community and excitement. Ensure your staff is well-trained, knowledgeable, and capable of providing exceptional customer service. A positive in-store experience, coupled with expert assistance, can significantly influence a client's decision to make a purchase on the spot.

Zig Ziglar said: "If people like you, they will listen to you, if they trust you, they will do business with you". We must show the customer that we care about him and his needs. Building rapport is something we do in the early stages of the process. First impression and breaking the ice are really important. We must ask questions and listen actively. We need to show interest for them. In order to build trust we have to make the customer feel that we care and that we are experts. We all have friends that we consider them as experts in specific areas and ask for their advise in buying decisions. We want to be this expert friend! The best techniques are described by Dale Carnegie in his best seller "How to win friends and influence people".

1.) Understand the client needs - There's no point selling a product to a client when they are looking for something else. 2.) Ask Open ended questions & listen actively. - Do not talk about how good the product is. Instead, Ask them open ended questiosn about their intent. Asking these relevant questions will help you to make an informed suggestion about which product should they buy or if they should buy it or not. (because they are looking for an expert) 3.) Use prior success stories to build confidence & Trust. 4.) Based on the info you just gathered, Suggest them a good fit. 5.) Lastly, Take it easy. Do not push for a sale, It might backfire as it shows that you're desperate for a sale & not about addressing client's needs.

Building trust thru authentic communication is key. Show the benefits and believe in your product. Your own belief and conviction as to why it’s a smart buy will persuade your audience to purchase.

Share compelling stories about how the product or service has positively impacted others. Appeal to emotions by highlighting the benefits and positive experiences associated with the purchase.

It is tricky to use emotions in your speech. As long as you do not intend to generate a sense of pity if your service or product is not purchased, it is OK. Also take into account that nobody cares about any other feeling than their own (as harsh as it can sound!).

People buy for emotional reasons. In order to make any sale we have to stimulate emotions. Storytelling is the most powerful tool in order to do this. Stories are a great way for customer to relate, to remember and to believe. When telling a story, you are not trying to sell. You are just narrating. Actually the hero of the story is making the sale.

Always try to understand what type of client your dealing with. Humans have all types of emotions and if you can match emotions with your clients by telling them about a story that they would like to listen to then go and enlighten them and also make them feel comfortable.

Share testimonials, reviews, or success stories from previous customers who made similar purchases. Create a sense of urgency by emphasizing limited availability, exclusive offers, or time-sensitive promotions.

To talk about scarcity can have mixed results. If your lead is smart enough, he/she will notice it immediately and your odds of closing the deal will reduce drammatically. So I strongly recommend to use scarcity when it is 100% true (e.g. In fact you only have 2 items available in your warehouse).

While social proof is powerful, solely relying on name-dropping or showcasing a list of prestigious clients might not always resonate. Instead, focus on building a relationship with your prospects. Start by understanding their needs, challenges, and goals. Personalize your interactions to demonstrate how your product or service can specifically benefit them.

Social proof is becoming more and more important. We all have access to reading and posting reviews and we are actually trained to do this. We have to show people how great we and our products are and how are customers benefited. Scarcity on the other hand is one of the oldest closing techniques. A customer is not a customer until he closes the deal and pays the deposit. To do this we have to create urgency. We need to show that we have a limited time offer or limited stock.

A very good, well prepared and interactive presentation answers many objections. A prospect who raises objections is a prospect that is interested but is not still convinced. Brian Tracy said: Treat objections as requests for further information. And this is a point. Objections are opportunities to give more info and raise our value. Treat them nicely and respectfully, make the customer feel good with your answer and make sure that objection is answered before proceeding to the next one. I love the FFF technique. I know how you Feel, I Felt this way, this is what I Found.

Object handling is one of the key things in a sales environment, the business environment consists of objection handling and if you can manage to overcome objections by counter attacking with relevant questions you can closer and closer to a sell.

Anticipate common objections and have well-prepared responses that address concerns. Use a consultative approach to understand objections, and provide information that alleviates doubts.

Offer special incentives such as discounts, add-ons, or exclusive packages for in-person purchases. Be prepared to make reasonable concessions to meet the client's needs and encourage a positive decision.

Clearly express your recommendation and ask for the sale confidently. Sometimes a direct request can prompt a decision. Use assumptive language, such as "When would you like to take delivery?" to guide the client towards the final step.

This is a frequently overlooked part of the sales process and may scare people! People are afraid to ask for the business - but you shouldn't be, especially if you have earned the right to. This is a delicate dance - as you have to make sure you are addressing both technical & fiscal requirements before you can do this, and you have to be 100% sure. Ideally you have a paper trail on both the technical/fiscal piece so you can make a compelling case that you & the prospect are ready to come to an agreement. It shouldn't come as a surprise to the customer at all - IF you have done the prep work. This is where you are at the mountaintop - you have to make sure you climbed the mountain before you can celebrate at the summit.