Omgaan met twijfelende klanten

Almost every vendor or consultant can hear his customers regularly say " I want to think about it . " The sale does not currently on. To make matters worse is of postponement often adjustment .

How to avoid on the sidelines ending up ?

Just keep printing?

It's me - when I still as green was as grass in sales - with the spoon . My former coaches and managers shouted in chorus : " give the customer Never a chance to party a night to sleep, because they see it from ! "

These people are right when you must turn to high pressure sales. For high-pressure salespeople , it is true now or never. Come and post . Once the seller has left , the customer comes to his senses . Whether the client is happy of that nag to be rid . still wants is seller re- meet. The customer such types no chance for a second attempt.

Simply submit

But I sold never at high pressure . I submitted just to my clients. When major decisions I asked very often himself , "What do you think of the idea of making a moment to think about ? "Most customers have found it a good idea. I made Of course, concrete commitments. And when I a week later came back they were often beaming . " We're gonna do ! " they shouted enthusiastically.

This is not a plea for ' soft ' sales. It is important that the seller overtakes that the client doubts.

Here are some tips.

Tip 1 . Determine what the customer is hesitating. Just ask : " What do you still doubt? " or " What do you doubt ? " Keep your mouth and wait quiet for a response.

Tip 2 . If the customer reflection wants , make a concrete follow-up appointment (place , date and time).

Tip 3 . If the customer is in many ambiguities shroud ? Ask the man / woman , whether the customer would want to proceed . It saves you time and hassle. Put your energy into customers who do you want to buy.

Source : Michel Hoetmer

Topmanagers begrijpen weinig van verkoop

Boards of Directors and business unit managers of larger companies are often too far removed from their sales activities . Also, they are insufficiently involved in improvement programs. Almost always they see negative market trends to late arrive and have to later intervene in the organization.

Lack of understanding

An English study shows that less than 10 percent of top managers real experience have in sales and business development . Therefore, in many cases a lack of understanding how to market efficiency and effectiveness can be increased .

Moreover , too little management involvement in processes and programs aimed at sales improving and sales performance . Top teams of organizations have not adequately contact and are at too great a distance from local sales .

Source : Roeland van Delzen , managing partner of Coach & Commitments

7 handige tips voor de verkoop. Met een slim ezelsbruggetje.

FLAMES

Verrassen
Do not worry the famous proverb "If your head above the crowd it gets cut off . "


Nonsense : "If you are not above the ground suits you steamrolled ! "If you unusual things do , you see . It 's not about who you know but who you know .



LEiden
Selling people the right way to send . The sales process consists of several steps. Lead people through each step with growing a new roots . If you do not run the risk that they leave.



Action
Without action no response. The famous physicist Newton told already in the 17th century. If an object in a state of peace IS, must first force exerted to move. Once the object in motion remains the same speed of advance , at least without friction . You do only a little force to exert to the friction overcome . So it is with customers. Should you need them once you win , you need small regular efforts to them to you bind .



Method
The best salespeople work according to simple methods and patterns. The advantage is that in any situation knows exactly what to do . It also gives you the understanding if it is better from it to depart .



Meating
Established methods are very useful. Therefore you are well able to your progress measure . Because: " This is key is to think , is better. " This way you can perfect your sales technique step by step.



Enthousiasme
People have a hard time enthusiastic salespeople rejecting . Moreover, enthusiasm is contagious . Work with people who are as enthusiastic as you about their products and their company. SOS People ( same old shit man, the cancer anus of the world ).



Na monkey
The school is like alcohol : it destroys more than you want . things that we had drilled was cast : you can not crib . Stupid ! People are with this property born . Why children learn so fast. We look first to our mother, our father and then to others in our neighborhood. Later we broaden our gaze. And suddenly can not remember. Error ! Look in the kitchen of others. Is a idea successful ? Apply it in your own practice .





Source : Download as PDF Sales Quest

Een betrokken verkoper is essentieel

Not only the products make a brand great , but the people who sell them . An excellent experience with a brand is the best guarantee of loyalty. This experience extends across all touch -points where brand and consumers meet. The emotional attachment of customers with a brand depends , however, largely on how the personal contact is with those who brand.

Three core competencies
Your staff building is a relationship with the customer , not the CRM software systems , websites and advertising.

It is therefore important personnel so to train that :
- know exactly what the brand stands for and its place in the market

- understands that effective communication and 'keeping your promises' are essential customer loyalty to build

- a clear idea what it means to the brand promise at all touch -points true.

Engagement
The extra boost is coming from something not by heart to learn : the commitment of the staff. Or the identification with the brand and the creativity and commitment to meeting the customer across.

Source : Marketing Online

Twaalf tips voor meer verkopen

Higher numbers are always welcome and fully in these harsh economic times. But how boosts you yours to ? Rikco Pardoen of Business Complete suggested, based on tips from readers, interviews with experts and literature , a list of twelve tips together .

1 . Find out what people want and help them to get

Sales Legend Harry Browne , author of "The secret of selling anything " , "Sell , success does not convince people things now that they do not want ; sales success comes from a vendor that listens to customers and tries his aspirations. "

2 . Listen to the customer

Ko Blue Blue - Comm : " Listen to the customer and translate that into the product that you have available. "

3 . Tell the customer what they want to hear

After you the product have selected that the customer suits , explain why this is so. Speak language while the customer. If you carefully to the customer listened , you can tell him exactly what he wants to hear and a bridge to the product.

4 . Jump in consultation

You can pretend you have any doubt whether your product is ideally suited to the objective of the customer. This usually allows the customer to you will explain why this might be the case. It provides helpful information and the customer confidence grows you him nothing aansmeert , but actually doing him it to give adequate product supply .

5 . Give others the impression that he something of value lacks

Awaken the impression to the customer that without the product you are offering something of value missing.

6 . Believe in your product

It is to you obvious that your commitment to your customer the right product to offer .

7 . Believe in yourself

Quite a few vendors to to the pit talk by the negative macro - economic news in the media. In reality, however, still many billions sold. The personal (micro -) economics has a much greater effect on our success than general macro - economic figures .

8 . Be creative

commercial than you think. By being creative and original to devise more you score better than cold calling and direct mail. Find new products and propositions , or create other applications for existing products and services.

9 . Give things away for free

On the Internet , many successful companies are already based on a business model where complimentary an important role. Obviously the business model around "free" deliberately set up : it is the intention that you still deserve. Giving away products create goodwill with customers and generating new contacts and leads , which help you sell more.

10 . Ask nicely

The most famous example is the band Radiohead album In Rainbows on his website for download offered at a price that the buyer may determine. In addition, there was a nice CD box set in the store to lie on a steep price .

11 . Be honest

Business Complete reader Rudy Cheu - Choi : " Advice is always honest and sooner or later the customer will return , though you will sometimes not a top sales commission . At a computer store in Leiden I was frequently advised to not to buy or a cheaper take . This of course after I was asked how I the device started using . I do not go shopping at other things. "

12 . Boast

An experienced salesperson : " I always say that I can deliver . Moreover, it is. "

Source : Business Complete

Meer verkooptalent gezocht

The number of vacancies for sales in the business market in March increased sharply . crisis taking currently apparently again awareness that investing in marketing is the way with this situation to deal .

At the time of recession it makes sense to high bet on acquisition and to a lesser extent, marketing and communications. In particular, specialist organizations now have many opportunities to their business expand . Also for job seekers offers opportunities : for there is usually no special training needed to salesperson.

The growth is especially in the telesales and junior sales functions, and organizations especially in the Telecom and ICT / Internet currently have a need for new talent .

Technical sales jobs remain at the moment behind .