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My Competitor Has a Better Product plus articles and information on Sales The topic of this issue's article is a response to a question submitted by one of my newsletter readers. QUESTION - "At the moment http://www.adidassuperstarvintage.it/ , my petitor's have a far better productdeal, due to circumstances out of my control. However, customers go to the petitor and then e to me to pare. How do I go about convincing the customer that our serviceproduct is better even though on paper it isn't???" ANSWER - Thanks for the question. I'm going to answer this to the extent that I can without knowing what it is that you or your petitor sell. I believe that this is a mon experience for many of us in sales. Customers use us for free for all kinds of freebies - information, demos, test drive's, consulting, etc. Sure, it is good to give away something free to expose people to your offering (my newsletter is an example of this). This has gone way too far however, and it's our fault in the sales profession. We have been bludgeoned into thinking that we must do whatever it is that the customer asks of us. That we should jump through hoops like trick dogs, if that gets us just a little bit closer to *possibly* getting a sale. Freebies should be used as a marketing tool. The purpose of freebies is to generate a lead. And that's where the free giveaways should end. Once you have the lead, and are able to engage the customer in live conversation, the marketing ends and the selling begins. Suessful selling is an exchange of value for value. It has always been this way since people traded grains and cloth for chickens and pigs. Today as sales professionals we are "representing" a pany and its products. This is why we are called "sales representatives". We act as the agent, representing our pany in the trade adidas superstar italia , representing our pany in the exchange of value for value. As sales reps, we offer significant value to our prospective customers. Yes our products have value, but I am not talking about that. The value that we offer is our knowledge and our time. We know a lot about our products, about our industry, about future trends in our marketplace, about our petition, and many other things. We sell our products every day. Our customers (most of them at least) do not buy these products every day. So our knowledge has value. If you don't believe this to be true, then you either need to think about this a little more, or you work in an industry that is about to get disintermediated by emerce. So what should you do? Respect your value as a salesperson. Get mitments from your prospects. Get a mitment - Qualify them first for painswants, budget, and decision capability, Then before presenting details about your product. Get a mitment to make a definitive decision upon pletion of your presentation or the proof step of your sales cycle. For this to work, you must have asked really good questions to elicit the important painswants that are driving the sale. You must know that they have the money to buy it. And you must be presenting to the decision-maker. You only have so much time in a
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| Beitrag vom 03.09.2015 - 07:26 |
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