A customer is not sure what they need, and comes to you for advise about a product. How do you advise the customer?

First of all, as a sales person I must have clear understanding of my product/service and what is much more important is that I must be convinced with the product/service I am offering.

Each product / service has its own advantages and disadvantages.

Sometimes, customer is not able to define the exact need in terms of product/service. If that is the case, help in identifying the same.

For example in brief, a business man finds it difficult to maintain his accounts and has heard somewhere that a computer can help him in this regard. And if he approaches me for this purpose asking for a computer capable of maintain the accounts then I would enquire/try to find IF he is computer literate, Has sufficient knowledge about accounting software etc before I advice him to buy a specific computer etc.

But if I find him computer illiterate / time constraint or any other issue which may prevent him using the PC for the purpose then I would suggest him to buy a Accounting software along with computer and hire a accountant.

In either case I land up in selling a computer and on top that certainly earned his trust.  Sometime I may fail to sell the computer (apparent loss in revenue) but earned a reputation of an honest and caring vendor which will help me/my organization in the long run.

KEEPING A LONG TERM VISION ALWAYS HELPS

First of all  you should be honest with the people

Secondly I will listen to him carefully, after finished if I have what he asked for I'll recommend him our porduct, If not I'll recommend him another.

The most important thing is " If I didn't know I'll tell him I don't know ".

By that I will make him trust me and our comapny, besides he will market our trait and our company .

Customers only have lots of information. This information can come to customers from different sources, and it is normally not able to say which product is the one they want. Through the conversation, the customer can express their expectations from the product, and up to them, you can give the exact advice.