Selling, that is, getting a purchase agreement with a client, can sometimes be consider an art because it is difficult. This difficulty lies in the following:
It is difficult to find an interest potential client at the exact moment when that person or organization has a ne that our offer can cover.
It is difficult to find the person who can appreciate the true value, or utility, that our offer offers.
In addition, it is necessary to find a potential client with purchasing power and sufficient purchasing power to carry out the transaction.
Finally, it is necessary to find a person
With decision-making capacity and the power to establish a certain and real payment commitment.
Once these first four difficulties uganda phone number library are overcome we can get a sales interview , but we are still halfway through the sales process.
In the sales interview we must consider
That there may be a series of difficulties that the seller must overcome. The most important ones may be the following:
Lack of trust: all salespeople are initially perceiv as mercenaries who would “do whatever it takes” to make the sale. For this reason, they are receiv with distrust and suspicion by the buyer. Only through the skills of the salesperson, his professional ethics, his personal or organizational prestige and solid sales arguments can this keep your email list free of email addresses that initial limitation be mitigat.
For the buyer, we are dispensable: the ne that our potential client has is relative. Until that moment, he has been able to live his life without our product or service, so that thinking that we are indispensable is unrealistic. The seller must convince the client that there is an opportunity “now” and that he should take advantage of it. If he does not do so, nothing will happen, but he will not obtain the benefit that our offer will produce.
The buyer buys according to his perception and motivations
The buyer buys according to his perception and criteria, in such a way that the seller must adhere to them and not try to impose or cg leads transmit “his logic” in the sales process.
The sales meeting is a negotiation: that is why the buyer will not be transparent, but will use arguments, true or not, that give him a superior negotiating position. This means that we must seek a balance between what he tells us and what we ne to achieve in order to achieve a mutually satisfactory transaction.
We are not alone in the market: the buyer has many other purchasing options provid by our direct or indirect competitors. For this reason, the seller must be aware of them and advise on the advantages and disadvantages of these options and why our offer has superior competitive advantages.
