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In the world of sales, the term “green” is becoming increasingly popular. It is not only a buzzword, but also an approach aimed at creating long-term relationships with customers based on trust and respect.
Green selling is about ethics, honesty, and adding value to the customer. In this article, we will look at effective techniques that will help you sell for high checks while maintaining trust and customer satisfaction.
What is Green Selling?
Green selling is an approach to sales that emphasizes creating mutually beneficial relationships with customers. This means that the salesperson strives not just to sell (palm off) a product or service, but to solve the customer’s pain (request), focusing on the value of the product/service.
Green Selling Techniques
1. Deep understanding of customer needs
Effective sales begin with understanding the client’s needs and desires. For this, you can use active listening techniques and open-ended questions. Find out what the client is looking for, what problems they are trying to solve, what results they expect to receive.
Example of open questions:
- What are your main goals in choosing this product?
- What is most important to you about this product/service?
- What problems do you want to solve with this product/service?
Customer focus is an important factor in customer loyalty and repeat sales.
It is important to know and understand the needs of your target audience, to maintain contact with new people (subscribers) and existing customers.
No talk about how cool you are and how cool your product is!
We sell only from the position of customer value. If your product or service will really qualitatively influence/help the client to achieve the desired result.
To understand the needs of your target audience well, interact with the marketing department, conduct a social survey, listen to your people and offer products/services specifically for their needs.
P.S. Word of mouth has not been cancelled. Therefore, each loyal client is a plus to your authority + a free and very important channel for attracting new clients.
2. Offer value, not just a product/service
Tell how your product or service can improve your customer’s life, solve their problems, or help them achieve their goals.
Example:
- “Our service will help you automate next-gen mobile app routine processes and free yourself from the operating system.”
- “Thanks to the “Sales Scripts” service, you can improve the efficiency of your managers and increase the conversion rate for closing deals.”
3. Build trust
Trust is a key element of green selling. Be open and transparent with your customers. Answer all their questions honestly, even if it means admitting some limitations of your product or service.
Example:
- “This product won’t work if you nwhen snbd host usingeed feature X, but it does a great job of feature Y, which may be more important to you.”
4. Use the SPIN technique
The SPIN technique involves asking four types of questions:
- C – situational questions
- P – problematic
- I – implicational
- H – guides
This approach helps you gain a deeper undcomp usa cfo leted theerstanding of your customer’s situation and show how your product can help.
Situational questions
They help the sales manager understand the client’s context (why he wants this particular product, what is most important to him, etc.).
Examples of situational questions:
- Please tell me what interested you…?
- Why this particular product?
- What is most important to you? And others.
Problematic issues
They help to understand the client’s problem.
Examples of questions:
- Why this product?
- What problems do you want to solve with this product?
- How will the customer use this product?
- What are the options for solving the problem?
Implicational questions
Additional questions that expand our understanding of what the client’s pain/problem/request is.
Questions that are related to consequences. The client, answering implication questions, SELLS HIMSELF!
Examples of questions:
- What happens to the customer if he doesn’t use your product?
- What will happen to his life if he does not purchase the product?
Guides
They give an understanding that not all is lost and your product can help the client solve his problem.
For example: “How would your job change, how would these problems be solved?”
5. Create exclusive offers
Exclusive offers create a sense of uniqueness and urgency. These can be limited-time discounts, additional services, or bonuses for customers who make decisions quickly.
Customers often make decisions based on how attractive an offer looks. That’s why it’s important to be able to create offers that motivate action. The Offer-Deadline-Call to Action technique will help with this.