When the buyer asks why he should deal with you, it’s not facts he seeks, it’s emotion— a hand in marriage. “Why you?” she asks and he says, “Because your friends will be jealous of you for bagging tall, dark and handsome me. ”Vain? Yes! And that’s how you also sound when you rattle off
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To increase its chances of success, the entry level for the Business-to-Business (B2B) sale must be high….The beginning of a successful sale to a buyer who feels inferior, or has a pre-conceived bias against you, is triggered by the seller presenting himself as non-threatening. When you must have someone sell for you ‘internally’ (to his
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Human Interaction, Managing Sales Process, Relationship Building
“Forget job titles. There is no sales. There is no service. Choose wisely. There is only profitable service.” “Which is superior? Sales or Service?” I get asked this question, or a variant of it, a lot. It’s also a never-ending debate between field sales people and office staff (commonly referred to as customer service, technical
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Managing Sales Process, Personal Growth, Relationship Building
Style is also personality dependent. For instance, does the buyer interrupt a lot? And if so, it is your responsibility to remember where the conversation veered off. Adapt to the buyer. One more advantage of taking notes as he speaks. Selling is about as close a human interaction can come to, as a romantic relationship.
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It is the seller’s job to remove the jagged edges in communication, creating a warmer relationship with the buyer and making the sale easier. Communication is a complicated thing. Even when you correctly hear what the other person said, it may not be what they meant. When a customer asks for a drill, the obvious
Make the sale about the buyer, not you. It’s never about you anyway…. Once the buyer feels understood, proceed to show him why what he wants is not feasible “I’m selling handkerchiefs. Please buy one. I’m selling them to raise money for my child’s fees.“ So the lady hawker said. Would you buy? Hold that
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“Build bridges instead of walls. Bridges rhyme with the fluidity of human interaction; walls, don’t” Unfortunately, in the process of human interaction (selling),we build walls instead of bridges. Sometimes because we are human; sometimes because we are inexperienced and, sometimes, though regrettably, because we are indifferent. This article is not for the indifferent— depleting sales
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Put buyers first. Fighting to be in a scoring position to do this, may mean letting go of sales sometimes. Which is fine if that was the only way to assist the buyer get what he needs. “Always fight to be in a scoring position.” So, a Director of Business Development reader friend of mine
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Sellers out to offer solutions, accept that their product has limitations but will not stop at seeking a solution for the prospect. Your product has limitations; it is not a panacea to all the client’s needs. This is a pill most salespeople struggle to swallow. It does not help matters when selling is seen as
Love what you hate. Instead of complaining that the walk-in client only wanted a quote and won’t buy, invite him on a tour of the showroom as the quote is prepared. I drove though three successive fuel stations seeking air for my tires and received three successive, “haifanyi” (the pressure pump isn’t working), and, therefore,
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Human Interaction, Listening, Managing Sales Process, Relationship Building