In this article, on sellers, we completed the three elements that are present in every sales situation, a seller, a product that is offered and a client who is supposedly interested in purchasing. In this article we will discuss the third element: the customer.
THE CUSTOMER. Why buy from us? The client is a natural person or legal entity that has a specific need to satisfy money buying a product or service and readiness to exchange your money for what is being offered. In the mind of every customer is an awareness of needs and desires. Can not be completely clear to the client, however, exist. Is salesperson's job to help the client identify and clarify the need or desire.
The key idea is to sell "customers, for example, buy training services because they have a need for knowledge or training problems, update be resolved. " Based on your needs, the client is interested in our offer only to the extent that it can fill them. What is important, then, is to understand the needs of the requesting training or training to be able to offer what you really want to get.
What is a necessity? Is a consumer statement that expresses a concern or desire. There are two levels of need:
.- Implicit statements are vague or undeveloped, which makes the client indicates difficulties or unhappy. Example. Seek training.
Explicit
.- The precise statements on specific desires or intentions. Example. I want to train as a professional salesperson in one year.
Seller's work is to provoke statements specific wishes or intentions of the client. Just let us resolve to offer a solution to the customer's needs if we are sure you have heard it is an expressed need, not before.
In terms of acquiring new knowledge, is the need to seek to satisfy a novice seller is the same that seeks to satisfy a seller who already have some years of experience? Analyze them.
Customers are always looking to appear as "smart shoppers", by the grace of the vendor who care for them. Customers who are in the position of having achieved these services are not only grateful for the seller who asked them the best service or product, but will be more willing to anything to be offered additional or later.
Remember, customers want to buy, not sell them. Customers do not mind paying more, if achieved perceive greater value and receive ideas that represent an overall cost savings or increased profits. Customers want capacity, service and monitoring.
is necessary to discover what aspects of customer needs. For example, social, vocational and occupational role influence the set of customer needs. So when people seem to buy courses, which are actually purchase benefits that are present in these courses.
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