When a customer walks into your office, not sell it the first product that comes to mind. Sit them down and evaluate their needs, then they sell the products that meet their needs. I once worked with a guy in the banking sector, which was one of the best at explaining the benefits and features of our products, the only problem was he spending so much of his time to explain, but never sell. He has never sold anything because he never took the time to know what a customer needs were, therefore he was trying to sell them things they do not really need.
Nobody will buy things they do not need.
This is why it is so important to evaluate your customer. Start making your client as comfortable as you can, talk about non-business topics such as weather, sports, or a current event. If you and your customer have a good enough report, beginning at a few questions, so you can ask your customer needs assessments. You can start by finding out why your customers see you become the first place. Find out which products they already have. Find out whether they are dealing with one of your competitors. If so, learn everything you can about the products and services they have with your competitor, so you can compare products and service. This is a perfect opportunity to let your customer know how much better your products and services over your competitors.
Find out what they need and can afford, then they sell the products that you believe to be ideal for their needs.
Once you have evaluated your customer, the chance of making a sale will be good, because you will now be offering your customers something they need and use can, so they will probably buy. The last thing a customer wants to hear is a bunch of things they do not need. They have a reason for coming to see you, so find out what that reason is and do everything you can to their needs. Do not waste your time trying to push your products to them at once. This time could be better spent to evaluate.
Teach your clients know their needs assessments, then their needs with the right products. When assessing your customer before you sell, you’ll notice that the sales process will be much easier to you. Good luck.

