Convincing a Customer to Purchase

The Art of Persuasion

If you have tried the work of salesmanship, then you can agree with me that it is one of the most challenging fields of venture. There is nothing more difficult as to convince anyone that you have the best interest for him/her, especially with the connotation that one knows himself/herself better. Selling become more challenging especially when the buyer seems to know more about what you are selling better than you.




It has been said before that successful salesmanship starts by one appreciating what he/she has to offer. Developing a positive attitude about your product, knowing what other people are offering and their weakness, and telling the potential buyer all he needs to know about your product within a short time, has proved to help many salespersons. But there is an emerging trend where the customer is foremost informed about the product he/she wants to buy before running into you and asks for your opinion.




What do you do with a customer who wants to buy a computer for his needs and comes to you for sales service? He explains to you his needs and you realize that you don’t offer the exact machine that he requires. Then you want to convince him/her to buy the computer you have, which would remarkably help in other areas of his business though not his immediate needs?




One thing that would come into mind is to try and modify his needs, then convince him to have your machine for they would readily satisfy those needs. But this is a blatant error. The customer already has in mind the type of machine he wants and unless otherwise, will not settle for anything else. You get desperate? Not yet.




In order to tactfully persuade you customer to buy the machine you are offering, first of all you should listen to his history of utilization of the machines. Let him explain to you the business in which he intends to get the assistance of the computer. Let him narrate the daily operations he carries out. Then, you should gauge the best machine you have.