The Buyer Seller Mutual Relationship
What happens as a salesperson when you put your emotions aside for a moment, relax, take a deep breath and honestly ask yourself. Most salespeople bring to their buyers only information. Interestingly, information is something any buyer can gather from other sources.
As a salesperson you must ask yourself, "Am I merely a conduit of information? If you are, then you're wasting your time, your company's time, and your customer's time.
If you can't lay claim to problems you've helped your customers overcome, then you really have to start questioning the role you play. Yes, I'm being quite harsh, but with the advent of technology and communication, the role of the salesperson has changed
Buyers don't want people who bring them nothing more than information. They want solutions. Unfortunately, because buyers often have far too much to do, they don't even know what their problems are or what challenges their company is facing. This is the role the salesperson needs to play -- the role of helping identify the problems.
Start process by shifting your focus. Instead of just delivering information to your customer, start to ask more questions. A very simple rule I tell salespeople is for every minute you spend gathering information to share with a customer, you need to spend an equal amount of time developing questions to ask that customer. Don't develop questions for which you already have the answers or could easily find the answers. In fact, those are the wrong type of questions.
Instead, you need to develop questions to which you don't have answers. More than likely, these will be questions to which your buyer doesn't have answers either. By asking these questions, you're helping move the buyer to viewing you differently. Your role is to be seen as the one salesperson that is genuinely committed to helping them move themselves and their company to a higher level. This may be by growing their sales or helping them reduce their costs.
When you can clearly identify ways you've helped your buyer achieve either of these outcomes, then you will know you're no longer the type of salesperson that buyers love to hate. Plus, you'll be growing your bottom line at the same time.
Having a look at successful salesperson’s traits we can enlist the following items:
Successful sales people show value
Successful sales people keep in touch with their clients
Successful sales people work hard
Successful sales people take responsibility for their results
Successful sales people are enthusiastic
Successful sales people are passionate
Successful sales people listen
Great sales people ask quality questions
Successful sales people are avid goal setters.
They are persistent.
Creativity
Passion
Integrity
Tenacity
Commitment
Super achievers use failure as fuel for future success
They believe honesty is always the best policy
They believe enthusiasm is contagious
They believe preparation precedes success
They listen to what others say
They set concrete goals
They also smile at most situations
They establish rapport with the customer
They consider selling a service
While every person is different, you will find that most prospective customers fit into certain categories. We will examine how to recognise each, and then provide tips on how to deal with each. These tips, of course, are not concrete rules that apply to every personality and every situation. However, you will find that they provide a good overall view of commonalities in the different types of buyers. Some of these tips will also suggest that in some cases and at some point, you should terminate the sales process. You may feel that this is giving up or accepting defeat. No. This is about being smart and staying professional. You will not make every sale and you will not change the laws of psychics by sacrificing your time, money or your dignity.
Different Prospective Buyer Types
1. The Assertive
2. The Paranoid
3. The Know-It-All
4. The Price Only
5. The Timid
6. The Jokester
At the perceiving absence of anyone buyer or a seller in the market is a hard dream. Both possess their own place and importance in the market and
What happens as a salesperson when you put your emotions aside for a moment, relax, take a deep breath and honestly ask yourself. Most salespeople bring to their buyers only information. Interestingly, information is something any buyer can gather from other sources.
As a salesperson you must ask yourself, "Am I merely a conduit of information? If you are, then you're wasting your time, your company's time, and your customer's time.
If you can't lay claim to problems you've helped your customers overcome, then you really have to start questioning the role you play. Yes, I'm being quite harsh, but with the advent of technology and communication, the role of the salesperson has changed
Buyers don't want people who bring them nothing more than information. They want solutions. Unfortunately, because buyers often have far too much to do, they don't even know what their problems are or what challenges their company is facing. This is the role the salesperson needs to play -- the role of helping identify the problems.
Start process by shifting your focus. Instead of just delivering information to your customer, start to ask more questions. A very simple rule I tell salespeople is for every minute you spend gathering information to share with a customer, you need to spend an equal amount of time developing questions to ask that customer. Don't develop questions for which you already have the answers or could easily find the answers. In fact, those are the wrong type of questions.
Instead, you need to develop questions to which you don't have answers. More than likely, these will be questions to which your buyer doesn't have answers either. By asking these questions, you're helping move the buyer to viewing you differently. Your role is to be seen as the one salesperson that is genuinely committed to helping them move themselves and their company to a higher level. This may be by growing their sales or helping them reduce their costs.
When you can clearly identify ways you've helped your buyer achieve either of these outcomes, then you will know you're no longer the type of salesperson that buyers love to hate. Plus, you'll be growing your bottom line at the same time.
Having a look at successful salesperson’s traits we can enlist the following items:
Successful sales people show value
Successful sales people keep in touch with their clients
Successful sales people work hard
Successful sales people take responsibility for their results
Successful sales people are enthusiastic
Successful sales people are passionate
Successful sales people listen
Great sales people ask quality questions
Successful sales people are avid goal setters.
They are persistent.
Creativity
Passion
Integrity
Tenacity
Commitment
Super achievers use failure as fuel for future success
They believe honesty is always the best policy
They believe enthusiasm is contagious
They believe preparation precedes success
They listen to what others say
They set concrete goals
They also smile at most situations
They establish rapport with the customer
They consider selling a service
While every person is different, you will find that most prospective customers fit into certain categories. We will examine how to recognise each, and then provide tips on how to deal with each. These tips, of course, are not concrete rules that apply to every personality and every situation. However, you will find that they provide a good overall view of commonalities in the different types of buyers. Some of these tips will also suggest that in some cases and at some point, you should terminate the sales process. You may feel that this is giving up or accepting defeat. No. This is about being smart and staying professional. You will not make every sale and you will not change the laws of psychics by sacrificing your time, money or your dignity.
Different Prospective Buyer Types
1. The Assertive
2. The Paranoid
3. The Know-It-All
4. The Price Only
5. The Timid
6. The Jokester
At the perceiving absence of anyone buyer or a seller in the market is a hard dream. Both possess their own place and importance in the market and