Strategic Selling
June 11, 2010 by
Filed under Customer Services
Strategic Selling
We hear a lot about this title, strategic selling on the internet and I wanted to have my views on the subject and created this article. I am hoping to receive some feedback from you.
Sales is a master art. It has so many dimensions that I am more than sure that no one person in the world knows what triggers people to buy.
Everyone has a different background, culture, state of mind and more. However, there are many ways that we can evaluate a situation from our customers.
This comes with having the best listening skills and looking out for those signs that our customers give us during our conversations.
One of the problems, sales people have is that we assume a lot. It is normal we are in the business and we think that we have heard the story so many times.
We assume what the customer want. This cost me a lot of money, I can assure you. Strategic sales for my taking comes to live here. Somewhere between listening and knowing your product well.
If the customer is totaly uninterested we must have a contour policy where we can offer an alternative. Something we believe will benefit them. The strategy must be that we need to be open to sell anyting from our portofolio.
A customer who seems uninterested in buying a carpet, might be interested in buying a hoover as he has a carpet. So if you are selling both, there is your strategy. If the customer is not interested in paying a full amount infront for the item, can we offer monthly installements?
The planning is the important part, before we go out there meeting the real world, we must know our products and how we can make it flexible for each individual.
The moment flexibilty message is passed to the customer, there can not be any more objections. Try to have a strategic sellling plan, I am sure this will increase your overall performance with the objections.