I personally feel, if the concept of selling is just to sell, then I think we lost the game. I feel in each and every sale you make there is a lesson to learn, there is an experience to gain. I could easily make out the difference between the first sale I made and the sale I make today.
One day I started analyzing the difference between my first sale and today’s and I realized I am very successful today, though I sell the same product with no difference in price. The only factor that contributed my success is confidence and my experience. Is this confidence, a result of my experience gained through repetitive work, reading same script? The answer I answered myself was, No. I realized I got this confidence through reading customers particularly understanding them.
Understanding customer is one of the first and foremost priorities in selling. A customer will buy only when there is a need for him to buy or only when he is capable of buying. The secret of success for every sales person lies in understanding the situation of the customer and then sell rather than just selling.
Understanding the situation will never be a result of oneday homework. Everytime you make a sale, you have to go through the salescyle of that particular sale and understand what made this vendor to buy this product. Repeat the same for different types of customers. This will expose you to come up with a list of questions that you need to ask your customers during your sales meeting.
And these questions will get you to reach near perfect in understanding the customer situation.
No comments:
Post a Comment