Charisma as a craft for salespeople: This is how new customers work!

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If you want to generate higher profits or expand your market share, you "only" have to win over the corresponding customers. But in practice, sellers like to avoid this seemingly unpleasant job. Often because they lack the right tools. customer acquisition

Here writes for you:


Oliver Schumacher Oliver SchumacherOliver Schumacher is sales trainer and speaker.


From the author:





No excuses

Often new customer acquisition can be heard in one breath with prodigy or insistence. The unpleasant resonates with many sellers. Usually unconscious automatisms sneak in, which postpone this urgently necessary activity:

Tidying up the office, extensive research on the Internet and other minor matters. "The main thing is not to acquire", seems to be the motto here. Nothing comes from nothing - so too, when it comes to winning new customers. Those who rely on their luck to land a hit here are left alone.

What is needed is individual communication

Some salespeople expect potential customers to order immediately and enthusiastically upon first contact. If they are turned away here and there in a row, they are sure that winning new customers is simply not their thing. You forget that a customer's no can have many reasons:

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  1. Contact was made at an unfavorable time.
  2. or the seller has not clearly communicated the benefit offered to the customer.
  3. A common foul on sellers is the fact that they open the conversation so interchangeably that the buyer's prejudice sirens ring out: "If he starts like this, then I know the mesh a lot - I don't need that!"

Short, crisp, honest

"Does that really get me ahead?" The first time the customer contacts the customer, the question arises as to whether it will help them achieve their goals more safely. In this context, sellers are too happy to interpret the silence of a desired customer as interested listening.

Many customers are simply polite and do not want to interrupt. When a seller starts at Adam and Eve, most customers switch off and lose interest. The maxim of successful salespeople is: “Precisely because I respect you, I get straight to the point” and “Let us clarify at eye level and openly whether we fit together”.

Credible all along

Spam messages promise great profits and great amenities for lukewarm or ridicule. Everyone suspects: There is something wrong and we ignore these mails confidently.

Therefore, written offers must be both credible and convincing - of course, the same applies to all employees of the offering company, the homepage and company brochures and other cheap zusammengebastelte websites that provide more confusing than information for the customer, often do not fit the high value of a bid , Customers only buy from credible providers - rightly so!

Make it easy for the customer

Why should customers study extensive, confusing offers and brochures and open up unnecessarily complicated information? This is why salespeople have the right to make their customers' offerings easy for their customers.

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The communication should be effortless and trusting for the potential customer across all levels. Then faster bridges are automatically hit, so that interested parties are also easier to become new and faster to regular customers.

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