When a customer walks into your office, don’t sell them the first product that comes to mind. Sit them down and spend time to get to know their needs, than sell them the products that meet their needs.
Nobody will buy things that they don’t need. This is why it is so very important to understand your customer.
Start off by making your customer as comfortable as you possibly can, talk about non-business topics such as the weather, sports, or a current event. Once you and your customer have built a good enough report, start to ask some questions so that you may evaluate your customer's needs for products.
Find out what it is they need and can afford, than sell them the products you believe to be ideal for their needs. Once you have evaluated your customer, the chances of making a sale will be very good, because you will now be offering your customer products they need and can use, so they will most likely buy it.
It's easier to sell products when you understand your customer.
