The first 60 seconds of contact to the client very strongly influence result of the transaction. And about it you for certain repeatedly read, but thus never felt inflow of positive emotions from affected smiles and standard phrases «about weather» standard sellers. Researches have shown that the given fact is correct only for sales «on one call» or when the seller comes to you home. In all other cases the greatest influence on total result renders a stage «Studying/understanding of problems (requirements) of the client».
To become the good manager on sales it is necessary to be born with such talent.
Researches of 1940 and 1950th said that on sales extroverts achieve the best results. Researches of 1980 and 1990th do not find acknowledgement to this fact. What has changed? Anything, except stereotypes. Now in managers on sales take not only extroverts.
Research has shown that clients most of all appreciate in managers on sales yes sincerity, yes type of the person, and competence of the decision of their problems .
Objections of the customer is a sign on his interest in your production.
Actually any objection is the barrier which client builds before you in the course of sale. Are barriers necessary to you? If you in something are interested, you will “build” them?
The best managers on sales practically do not meet objections from clients because in advance prevent them. As a rule, objections arise when to the client offer in what he is not interested. For example, you assert that your equipment can work at temperature from-50 to +50 degrees on Celsius, satisfies to the European standards and it can be connected to a computer control system of the enterprise. On what the client minds that its all it interests (at it in shops temperature always about 20 degrees a little, the European standards into Ukraine is not planned to enter, and computers stand in accounts department), and you think that all these qualities for certain have found reflexion in the equipment price…
According to research it is possible more than to 50 % to reduce number of objections if at first to ask the client that for it is important in your production, and then to tell only about it.
At sale is never necessary to compare the goods from the goods of competitors.
«… And that suddenly the competitor will undertake retaliatory measures», – supporters of this thesis confirm and… Put in an uncomfortable position. After all the majority of clients want that to them have explained why the given goods are better than others. To praise the competitor it would not be desirable, and to praise like it would be impossible…
The best managers but to sales, according to research, never refuse to compare the goods to the goods of the competitor if that is wanted by the client. Moreover, they constantly attack competitors, speaking about advantages of the product! A key rule in this case is to tell why your goods are better, instead of than worse the goods of the competitor.
Today it is quite easy to find a good b2b connection – this is where a professional appointment setting can help you a lot.
And a final piece of advice – today the Internet technologies give you a truly unique chance to choose exactly what you want for the best price on the market. For example, search for free insurance quotes. You will be amazed how quick you can receive variety of products and prices for them. Funny, but most of the people don’t use this chance. In real life it means that you must use all the tools of today to get the information that you need.
Search Google or other search engines. Visit social networks and check the accounts that are relevant to your topic. Go to the niche forums and join the online discussion. All this will help you to build up a true vision of this market. Thus, giving you a real chance to make a wise and nicely balanced decision.
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