Principle 1: undivided attention
Over-stimulation puts a strain on us all. This makes it all the more important for sellers, despite the flood of information, not to overlook the information that is important to their customers. The more attentive they are, the easier they are to pinpoint the tips that might be useful, such as: Eg market analysis, competitor articles, new products or promotional ideas.
Excellent sellers are dedicated idea suppliers. They collect pluses by signaling to their customer that they are in a boat with him. A salesperson can thereby quickly or positively or negatively position themselves in the customer's perception.
Principle 2: accepting individuality
Sellers should always remember that people buy from people and that everyone has different ideas and needs.
One customer wants to know all the details, another only the headlines, one wants regular sales visits, another only when it really matters. Everyone reacts individually due to their personal experience, which also affects the communication. The respective scale must therefore be created individually again and again.
Principle 3: To honor the customer
Money is exchanged in return. It goes without saying that for a certain price to receive or give a certain benefit.
Therefore, business relationships are considered by the parties to be normal and common, after all, yes exchanged. Man, however, is not always adequately appreciated in this exchange. That's why the good seller acts according to the motto: "Treat every customer the way they want to be treated!".
Principle 4: Create positive emotions
Who gets more than expected, experienced a positive surprise. This triggers good emotions. Some customers are already positively surprised when a business relationship is going well from the start, as the seller captures and implements wishes and expectations. Accurate and accurate work can already set a seller apart from many of his competitors.
Of course, there is a need for flair here. Customers should not get used to additional services, but feel it as an extraordinary addition. So sellers have the right to say "no" once. From a business point of view alone, they must make sure that the consideration in the form of orders is correct.
Principle 5: As a seller unmistakably occur
With the signature on the purchase contract, the work is not done. The help and experience of the supplier after the purchase can be very valuable for the customer.
Excellent salespeople show their customers that it is not only selling themselves that connects them. They try to be spontaneously useful for the customer: they also sort goods once or draw them out, carry out an employee training free of charge or exchange without much ado goods that are no longer needed.
Conclusion: boredom and lack of attention as a threat to good customer relations
A stable business relationship is not a matter of course. Customers quickly get used to good performance and sooner or later anticipate it. That's why excellent salespeople are considering how to surprise their customers with positive feedback. B. with a little attention.
Appreciation should not be confused with "Schleimerei". Ideally, the seller not only acts as a supplier of products and services, but also, to a certain extent, as a supplier of ideas, helping the client achieve his business goals. Customers do not need a reseller, but Rausverkäufer!
Offline download: Download this text as PDF - Read usage rights, Because we do not automatically submit the title of this text for privacy reasons: When buying in "interests" the title register if support is needed. After buying text exclusively Download at this URL (please save).
Listen to Podcast & Download MP3: You can listen to this text for free, as member even without annoying popup, or download the MP3 for a fee - Read usage rights, After the purchase page refresh, then you will find the download link here. Because we do not automatically submit the title of this podcast for privacy reasons: When buying in "interests" the title register if support is needed.
Your eCourse on Demand: Choose your personal eCourse on this or another desired topic, As a PDF download. Up to 30 lessons with each 4 learning task + final lesson. Please enter the title under "interests". Alternatively, we are happy to put together your course for you or offer you a personal regular eMailCourse including supervision and certificate - all further information!
Consultant packages: You want to increase your reach or address applicants as an employer? For these and other topics we offer special Consultant packages (overview) - For example, a personal phone call (price is per hour).