When I teach workshops, seminars or courses of more than sixteen hours to vendors or sales supervisors, provided participants meet me ask me questions directly related to his personal problem, you say, " but, hey, is not saying anything new, that is obvious; everyone talks about her personal problem. "
is true, but the point is that your questions try to solve a problem that has been barreling long, in some cases even years, and claim that they are resolved in a flash in that class you just talk about an issue that relates to your situation.
is very common to see vendors an obvious tendency to shift responsibility for what is happening to some "external disturbing force, in which is the boss, the customer, lousy competition, product, product price, etc.. In plain language, we say, "just in case, I am not guilty, the real cause is the environment, the environment is hostile to me"
Let me give an example of what presented in a common training courses:
A seller, very anxious to close a sale with a potential customer, asked a former sales manager who was involved to training:
- What should I do to get closer as soon as the closing of a sale with this customer?
-Let me tell you about a problem that overwhelms a long time or a need that no one dares even to meet, or whether they are meeting is not doing well. And let no other competitor know what the problem or need. Thus establish a strong bond, intimacy and trust with your customer.
- Only this approach will help me the closing of the transaction with him?
-establishes a strong relationship at the beginning of your visit and during your presentation or sales demonstration. Asesóralo to improve their situation. It is also important to have the willpower to sustain the provision. And if you can enjoy a bit of reflection on the status of your client, so much the better.
"But how I can reach the ideal state to close the sale with him, ya, ya?
"I've explained everything you need to know," said the trainer "But you want to get to the end before I start from the beginning, and that's not possible.
Do you are familiar with the scene presented? This is nothing more than wanting to offend this principle in both natural science and social science: everything is a process, following certain steps, run a set of activities. I do not know why we work so hard to understand that nothing can be done instantly with certain tricks, with a magic formula, a new sales technique. Maybe it will be because we think that if there is "instant coffee", there must also "instant sales technique," right?.
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