We live in promptly changing world, with periodically arising local and global crises mentioning all components of business including sales.
Time puts the new requirements, new problems, and the most important thing before the companies is to give new improbable possibilities. To work in new conditions on successful methods in the past and to models of sales becomes impossible — they simply do not work.
Danger so-called «the fallen asleep formulas of success» or administrative stereotypes are studied and in detail described in a number of business researches, and on it we will not stop. I will notice only that from the point of view of common sense the statement that in reply to change of an environment the model of behaviour of the companies should vary also looks logical and does not call serious contradictions.
Thus the basic question is where to go and how to change developed system of sales often remains without the answer.
Within the limits of this article I will share with you ideas how to develop sales in the conditions of fast changes and as much as possible effectively to use internal potential of system of sales of the company.
The world buyers correct.
All professional sellers in the work with clients instinctively adhere to the formula of successful sales based on perception of process of sale by the buyer.
Only having like trust to the goods, to the seller and the company-supplier the buyer will accept value of the future transaction and if this value corresponds, and it is better — surpasses! Expectations of the buyer — sale will take place.
Being based on this formula, we will try to understand, as today’s buyers perceive value.
But before to speak about how buyers as value differ, we will characterise the most widespread types of today’s sellers.
1st type is the courier on delivery of price-lists. It not figurative comparison, this description of the basic function of the majority of sellers — to pass the potential client personally, by fax or e-mail some sheets of paper where the unified offer is described. Instead of seldom and simply price-list! Thus accompanying explanatories — a minimum.
2nd type is «the speaking brochure», the term used in many works on art of sales in a negative context and characterising model of behaviour of the seller at which the primary goal at dialogue with clients the seller sees in persevering informing of the client on goods characteristics.
And in sew business to environment under this definition the most successful sellers in a trading command get frequently. About such still speak — the born seller so starts talking the buyer — you will listen with delight.
Having put yourself to the place of the potential buyer it is possible to understand that value from dialogue with such sellers to aspire to zero.
Today it is already impossible to win the buyer only informing on advantages of the goods or service, let even it is colourful and it is verbose. Success of sales in the modern market directly depends on ability of sellers to create additional value for buyers and moreover, for each buyer — the value.
Today it is quite easy to find a good business 2 business connection – this is where a professional appointment setting can help you a lot.
And some general tips – today the online technologies give you a really unique chance to choose exactly what you need at the best terms which are available on the market. For example, search for free insurance quotes. You will be surprised how fast you can get set of products and prices for them. Strange, but most of the people don’t use this chance. In real practice 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 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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