The negative image
When people are asked what they spontaneously think of as sellers, the descriptions are usually negative. Perhaps because everyone has been "talked into" before, or the seller did not feel responsible after the deal when his customer had a problem with the performance sold.
Also, many customers are afraid that a salesman has the job to sell, and in case of doubt his offer is a little more flowery than it really is.
First to sell himself his offer
Sellers have to stand behind their offer. They are not just like that sovereign in the negotiation, but also engaged in engaging new customers. Because if you know why you are good, you can deal with any rejection better - and can go on. No salesperson will be able to explain to his customer why his offer is an asset, if he does not even know it.
Also, sellers have to worry about how they are clearly differentiated from their competitors. Because it is quite normal that the customers compare - and want to have the security that they get 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.
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.
For how would many a salesman react if the customer would throw "I do not believe that they really can!" Against the head? In order to protect the diplomacy, then customers prefer to bring pretexts, so diplomatic white lies, such as "I think again!".
Close the sack
Frequently providers try to buy the order over a high discount. But many a customer is unsettled by a large discount. Because can something be really good if it's suddenly cheap - or maybe only valid today? Opinion questions like "What do you think of that?" Help to find out what the customer really thinks.
And if the answer is positive, you can certainly go into graduation. Maybe with "great. Then let us make an appointment. What about you on the seventh of next month? "Or with questions about details:" Should we send them the red variant, or the blue, which they found so beautiful already? "
Follow-up and assurance
But selling is not finished with the conclusion. For now both sides must fulfill their obligations.
The customer must pay on time - and the seller must ensure that "his" customer really achieves the intended benefit with his sold performance. Because only if these two factors are also fulfilled, both have actually achieved their goal.
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).