|
Selling To The Real Buyer
Saturday, June 16, 2012, 4:44 AM
[General]
Talking to the person who can say yes is not only good for the salesperson, it is the right thing to do for the customer!
Have you ever made an impassioned, convincing, masterful sales presentation to an individual or group, only to find that they were not in a position to make a decision? Of course you have. Everybody has. Talk about frustrating and feeling like an idiot all in one shot.
What she did well:
She freed me from the pressure of making a decision!
The Salesperson was good. After the normal pleasantries where she didn't ask; "Can I help you", instead she said; "Welcome,Reggie White packers Jersey, what kind of phone do you have now"? She proceeded to engage me in conversation. Well I thought it was conversation, but what she was doing was qualifying her prospect,Cheap Steve Smith Jersey, and it was terrific.
She found out that I was free from a contract,Wes Welker raiders Jersey, and had been for a while. She found out that I was not passionate toward a plan or phone, and quickly determined that I would get whatever worked best for my wife. She said as much. Unphased by this discovery she asked the tough question:
"Can I borrow your phone and call you wife"?
Not only am I not insulted, I am ecstatic. I walked out of the place with five new phones, some crazy data plan with many bells and whistles and the promise of my favorite dinner waiting for me at home.
1. She conversed with me: At no point did I feel on the defense. It was not an interrogation but a conversation and we built rapport and trust through it. Because of this,Cheap Ravens Jerseys, she was able to comfortably ask "the tough question."
Now you have to start all over again and find out how to get in front of the person that can give you a Yes or a No. Now you, as an experienced salesperson, know that you need to ask who the decision maker is, but you still don't do it all the time. Not because you can't, but because the question can be insulting and you just simply avoid it. Instead you use your intuition and just wing it, and all too often,Cheap Fred Biletnikoff Jersey, get it wrong.
I wound up in a cell phone store this week,Cheap Aaron Curry Jersey, my two year agreement has expired and our family needed a new plan. Actually, the plan had run its course four months ago and I have been avoiding doing anything about it because I didn't know what we needed with the kids, my wife and new phones and stuff.
2. She was well prepared: This woman must have invented cell phones. She found out what would work best for us by how we utilized the product now and came up with the perfect solution. She presented herself as a confident expert.
3. She took control: I was not going to make a decision; she knew that, if I was going to, I would have done it a long time ago. I was delaying and worrying and waiting for someone to take this burden away from me.
|
Recent Blog Posts |