How To Use Criteria To Boost Your Sales - By: ArticleSubmit Auto

Selling products to people can be a difficult thing. Many people are unsure about exactly what they want, and as a salesperson, it can be difficult to use the old sales strategy of inundating them with features and benefits hoping that a few of them will be good enough.

If you happen to be in sales, and would like a quick way to boost your closing rates, then this article is for you. I'll reveal a simple but amazingly powerful technique that you can use to address your clients concerns with laser like accuracy, and get much higher closing rate.

The first task is to understand something called criteria. This is what we humans do when we sort through things in the outside world, and try to match them against what we want based on our ideas and thoughts. If you're hungry, for example, your criteria might be American fast food. That's still a pretty vague set of criteria. If you have ever stood in line at the fast food restaurant, not sure what you want, then you know what it's like to have vague criteria. You have a feeling you want fast food, but you're not exactly sure to any certain degree beyond that.

When you are trying to sell something to somebody, it's a great idea to elicit their criteria. Find out what's important to them with regard to the product in question. Ask them what would the perfect product be like. Keep in mind that you don't want to get too specific. The more vague their criteria is, the easier it will be to sell them a wide variety of products.

As an example, let's say you are selling cars, and they say they want a yellow van with a 450 hemi engine with a built in DVD player with six screens. Unless you have that particular car, then you are going to have a hard time. On the other hand, if they say they want a safe, comfortable family car to drive their kids around in, you've got much more to work with. This is more vague, and can be applied to many more cars.

One thing to keep in mind is to pay attention to any words they lean on in particular. These words are the most important things to them when thinking about the product. For example, if they say the word "safety" with special emphasis when describing their ideal car, you can spend a lot of time going over the safety features of any particular car you have in mind.

By building a strong relationship with your customer, and finding out what's important to them before you show them any products, you'll do a couple of important things. One is that they'll feel that their needs are really the focus of the conversation. Another is that you'll gain a powerful advantage that will help you sell them almost anything.

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