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Text comes from the book: "No more halved sales: This is how top sellers act" (2012), published by BusinessVillage Verlag., Reprinted with the kind permission of the publisher.

Here writes for you:

Oliver SchumacherOliver Schumacher is a sales trainer and speaker. The speech scientist (MA) and business economist (FH) worked for 10 years in B2B field service for the branded goods industry. Today the five-time book author gives tried and tested tips and strategies on the topics of new customer acquisition, offer management and price negotiation. His main clientele are small and medium-sized companies that have their own sales force. More information at All texts by Oliver Schumacher.

Better sell through networking: conclusion without penetrance

Have you ever been "chatted up" a little? No wonder if you can only think of negative things about sales. Salespeople would do well to think carefully about what the customer really needs, take objections seriously and keep promises beyond the sale.

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The negative image

When people are asked what they can think of spontaneously on the subject of salespeople, the descriptions are mostly negative. Perhaps because everyone has been "chatted up" a little, or the seller no longer feels responsible after the purchase has been made if his customer has a problem with the service being sold.

Also, many customers fear that a salesperson has to do the job sell, and in case of doubt presents his offer a little more flowery than what it is in reality.

First to sell himself his offer

Sellers have to stand behind their offer. So they are not only confident in negotiating, but are also committed to winning new customers. Because if you know yourself why you are good, you can cope better with any rejection - and you can continue. No seller will be able to explain to his customer why his offer is an asset if he does not even know it himself.

Salespeople also need to think about how they will act clear differentiate them from their competitors. Because it is quite normal for customers to compare - and want to be sure that they are getting the best solution at a fair price.

What does the customer really want and need?

Some sellers steal themselves from their responsibilities by selling something just because the customer so requested it. However, as a rule, the seller should be the professional, and know whether the customer is actually approaching his goals closer - or not. That is why it is also a matter of not selling something to a customer.

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For example, if you know that the customer is not happy with it, or he is significantly better with a competitor's offer. After all, people are buying from people - and a customer still remembers for years how appreciably a salesman has departed with him in certain situations.

In practice, many sellers do not have enough time to find out what the customer really wants - and what solution he is trying to achieve.

Do not confuse silence with listening

People like to talk. Particularly gladly by itself. And so many vendors mean that they have to explain the customer in extensive presentations everything. But very few people have a very good memory. At the latest after a few minutes of monologues, many a listener switches off - and misses perhaps decisive arguments.

Customers can listen with little effort if the presentation is relevant to them - and they are involved. Not only through questions and answers, but also through concrete actions.

Objections and other annoyance

Customers want to be sure that they are buying the right one. That's why they also ask themselves, of course, what could speak against the purchase. Ideally, they express their concerns so that the seller can give them information. But all too often, customers do not want to offend their provider personally, and keep some worries to themselves.

Because how would some salespeople react if the customer threw "I don't think you can really do that!" At the head? In order to preserve diplomacy, customers prefer to come up with pretexts, i.e. diplomatic white lies, such as "I'll think about that again!".

Close the sack

Often providers try to buy the order with a high discount. But many a customer is unsettled by a large discount. Because can something be really good when it suddenly becomes cheap - or is it only valid today?
Opinion questions like “What do you think of this?” Help to find out what the customer really thinks.

And if the answer is positive, you can certainly move on to the conclusion. Maybe with “Great. Then let's make an appointment right away. How about you on the seventh of the next month? "Or with questions about details:" Shall we send you the red version or the blue one, which you already found so beautiful? "

Follow-up and assurance

But selling is not finished with the conclusion. For now both sides must fulfill their obligations.

The customer has to pay on time - and the seller has to ensure that "his" customer really gets the intended benefit with the service sold. Because only if both of these factors are also met will both actually be yours Objective reached.

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One Reply To "Selling Better Through Networking: Closing Without Penetrance"

  1. Competencepartner says:

    Selling better through networking - 3/3: Closing without penetrance: Is something “a ... - Exciting contributionAD7pppuaFU # Profession # Education

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