Dealing with walk-ins and converting them as your customers are real tricky
these days. We are bound to go behind the technology since the end
customers are already ahead of us. Hence, to win the race, we have to
be very much alert and be literally tech savvy to address them to finalize our
deal.
The
single biggest mistake what we do is that we try to close the sale too fast,
due to which we may end-up in failure. Speed is important in getting across to
multiple decision makers quickly, identifying what is important to each player,
and knowing where each player is in the buying process. After then, it’s time
to slow down and stay in sync with each customer’s buying process.
Customer focus has nothing to do
with your selling process, whether the customers are individual consumers, or
large company buyers negotiating a complex transaction. The key is to put
yourself in their shoes, and lead them through their own process. Customers want to buy from leaders, not the pushers.
What a novel way to exceed your customer’s expectations!
Assume that we are serious about
becoming more focused on our customers, and realize that a fast sales pitch
doesn’t mean more sale. For instance, we are all sitting in front of a
desktop/Laptop, when you are dealing with the new comers, firstly study about
them by talking to them amicably and once you identify that the
potential buyer has the technical background either himself or through his
family member. Oh! Here we got it - surf & find out the demanded item’s
specification and price faster in e-bay and give a suitable price for them to
close the deal. Watch-out! Online trader’s
prices are not always higher than what we get from distributors. Go
ahead one step further for order closure.
Secondly, we can anticipate about
a telephone inquiry using the clue given by them like “what is the cost
of this model” In essence, the person has already done his buying
survey. We have to be tactful and invite them - Win
or lose, have an experience with an anonymous caller and apply the
learn-positive aspects in such cases in future.
Imagine, if a Dad is alone with us
to finalize a laptop for his son who didn’t accompany him. Never mind, the
modern son must be having an android phone. Cut, paste & send the
competitive price tag with picture instant to get approval from him. WhatsApp!. Learning to adapt ourselves based
on the current trends, is what's going to work out. Isn’t?
Will
be back soon..
D.SoundaraPandian
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