Motivate instead of algorithms
The efficiency of electronic ordering processes and the Internet can not compete with an external service provider. Successful salesmen encounter soulless algorithms with the primordial ability to motivate.
Through sympathy and empathy, they build up long-standing relationships. With intuition and professional competence, they are creatively and intellectually engaged in conversation partners and their current business situation. Understand it then, strategically to advise, become from customers genuine fans.
Merchandiser, sales coach and marketing consultant
Field sales people would do well to use their regular visits to customers in order to inspire them sustainably. The vocation of field workers today is to be a supplier, merchandiser, entertainer, sales trainer and even marketing consultant in one person. It's about ensuring AHA moments with the customer each visit. What this means can best be illustrated with a short story from the Chan el Chalili bazaar in Cairo:
“I like to buy pashminas in Egypt and delight those who stayed at home with their fine wool scarves. The retailer was initially adamant about the price when it went into the conversation about quality and variety. So I took out my handbag in a storm lighter that I had brought to Egypt. Here, I have a gift for you! His features suddenly changed. A gift for me from Germany, he asked in astonishment. Yes, of course, for you, from Germany, I replied. What came next was clear: Imagine the family, drinking tea anyway, visiting the textile warehouse. Of course, I bought at a much cheaper price than would have been possible before the gift was given. The 'souvenir' was a real key scene in our sales talk, an AHA moment for both sides. ”
Humor and spontaneity,
Heartily laugh freed. Why do not we sellers give our customers more often a gamble? If we have managed to beat the hearts of our customers through AHA moments in the sales talk, we still have an important task: we are worried about good entertainment.
Touch all the senses
The convincing salesman thinks very carefully how he can show the advantages of his product. He involves his contact person as far as possible with all senses. What message can the dealer feel, smell, taste, see? What can he try for himself?
Sensationally conveyed product highlights can provide crucial AHA moments even under time pressure. Experiencing buyers, what is special about this product and with what arguments it can be placed with the consumer, this is a good test run for the future sales pitch. Such products are enthusiastically recommended to consumers.
7 tips like visits from sellers
- Prepare presentation visits strategically effective. Instead of packing everything in under the motto “a lot helps a lot”, it is better to focus on each visit individually.
- Set up an individual core message for exactly this dealer and set the focus of the demonstration accordingly. If I can only place an information, a product, what (s) ?!
- Take the customer's perspective: “I would take his place…” Where is my customer? What does he need from me?
- With AHA-Moments out of the visit routine: exciting information, small gifts, nice compliments, wit and humor.
- Sustainable transport of information. Small brand and product stories remain in memory.
- Involve the customers with vivid demonstrations.
- Conclude product demonstration with a clear recommendation for action and tips on presentation.
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