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What Is The Buying Cycle
Thursday, July 5, 2012, 4:18 PM
[General]
Creating a sale is an evolution. A salesman must move from the simple to the complex to close. At each step of the evolution, the salesman and their product solves a significant problem for a customer.
PHASE III. CREATING A VISION (CLOSING THE DEAL). The way that a deal is closed is that a client has to have a vision of how your product solves his problem. This is what happened in the case of the car company. The CEO was able to see, have a vision, that the software would re-arrange the entire car category to his advantage. The CEO could see that now his boring brand was transformed into the dominant brand in cars, through the use of this software package.
PHASE I. PROBLEM DEFINITION. A sale is completed when a problem is solved. A sales person and customer have to connect. A sales person must understand what problems their client is facing. Preparation is key to the success of a sales situation. A salesman must know what problems a client is facing. He must be able to explain why their product is the solution.
A few years ago,Cheap Nick Fairley Jersey, the CEO of a major car company was facing a dilemma. His models weren't selling and his key competitor had a technology that looked insurmountable to compete against. A software company showed the CEO a technology that would completely redefine the auto industry. The software salesman had a client with a problem, and he had a product, a software package, that solved that problem.
PHASE II. PROBLEM SOLUTION. This is the presentation phase. This is the phase in which you explain to your client why your product solution is the answer to the clients problem. In the case of the CEO, he had bad, boring brands. He had brands that did not communicate to his market, especially young drivers,Cheap Bernie Kosar Jersey, the critical Y Generation, ages 18-45 which are the lifeblood of a car company.
The salesman's solution was a game changer. He showed the CEO a software package that would transform the auto industry from being a transportation company to being a social media brand. The competitor's software was inside the car. The new software redefined the car market. The new software created a battle that was waged outside the car. The new software allowed drivers to take all their social media and its devices and create a means by which they could plug the devices into the dashboard. The young people who made up the target market texted a great deal. With this new software, texting could go on, but the texting would go on, while the young driver would have both hands on the wheel, driving.
For a salesperson to have a successful call, the customer presents a problem,Cheap Rob Gronkowski Jersey, and the salesman creates a solution. Selling is to create and paint a picture for the customer. The customer must visualize how this product is going to solve their problem for them. The closing of a sale is a three phase cycle.
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