Dear friends!
I would like to supply you with posts in your own language, however, my English is not good enough. Anyhow, I hope my texts can be welcome for the moment, while I wait our relationship could improve my skills in order to avoid so many mistakes! Many thanks!
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Who enphasize everything is enphasizing anything! Before starting a negotiation, a salesman should identify what sales argument can touch the priority list in the customer mind. Although our products and services could offer several benefits to customer, a salesman must concentrate atention over those which can offer the solutions which customers are most looking for. Doing this, the salesman will talk less, however, he probably, will sell more. Due to this fact is important that the salesman estimulate customers to talk as much as they can, while he listen to them, to capture the most crucial arguments in order to enphasize just the benefitis which coud show to customer he has the best solution to the customer problems. A single detail what can contribute to more sales is: “As soon as the customer say: yes for buyng. Shut up! Do not say any other word. Just say say thank you! Apologize the customer for his good decision, take the order and go away. Many times, salesman decides to reinforce some details about his proposal after custmer has already made a decision to buy and it can drives customers to review his decision. If the salesman decides to stay a little bit more, he can take a cup of coffee and talk about other subjects avoiding to return to the sale he just conclude.
If a salesman intends to negociate with or to conquest a big potential customer, he shoud be carefull about some important details. Observing the environment, the behaviour, the speach, the fashion customer stile, literature references, etc. Salesman can identify the customer profile and through this information he can select the best way to access the custmer mind in a favorable maner.
Studies show that each customer profile asks for a specific sales aproach. Frequently, rational customer asks for objectivity, facts, results and direct conversation. Rationals like to take risks and decides by themselves. Emotionals are more worrieds about his reputation, they like to share buyng responsabilities and also prefere to buy from persons and companies wich inpire more confidence. They like to follow other important people or companies which can support their decision as a good testemonials.
Differet theories classify customer in different ways. For each customer profile they suggest a specific strategy of selling, however, in general, salesmen should be expert enough to perceive what way can fit better to each kind of customer, talking shorter, being direct and clear to rationlas, as well as, being friendly and talking more, enphasizing details to emotionals which, in general, use to be mor insecure to decide, for instance an so on. Concious about that, before calling any custmer, before go into the customer office for a negotiation, the salesman should stop for a moment and think about: What profile has this person I have to contact now? How should I procedure to establishe a good level of sinergy with this person? Should I be more direct? Should I be more expansive talking? How should I introduct the sales proposal, the proposal development? How should I drive the conversation to get the order?
To be just another one, the salesman can continue doing the same he ever did, however, if a salesman intends to be a top achiever, he has to think, to plan, to be careful, to train, to pay atention on each detail who can help him to reinforce his positioning as a valuable and professional sales person in order to get the customer respect and preference.
Many Thanks!