Sales effectiveness: The Magic of the first contact

I must say that most sellers do spoil the first conversation with a customer on the phone.

Do not be like the 90% - regularly perform housework. Internet, local business publications, personal business relationships, learning the specifics of your industry - use every opportunity to show that you are not a dealer, and the professional and serious seller who deserves time, attention, respect and trust of its customers.

What are the three challenges facing the industry, which employs your client? What are the three challenges facing the company is your customer? How do they find their clients? How do they make money? As soon as you become aware of this information, offer your product / service as the solution will be for you plёvym case.

But until then your business will fall apart before your very eyes.

Caution: Under no circumstances should you bother to the customer with a question: "Well. Tell me, how are things at your company. " Imagine that I purchaser. You know what I tell you? Lean closer ... not my job to teach you what you must know !!!

Sorry, of course, but it feels so your client in this situation.

In this age of information, you can find anything.

You can ask him to tell about his department, but his company and even more so the industry you have to know in advance!

The most effective phrase in such a situation: "While I was preparing for this meeting, I learned that you / your company ... (fill in the blanks)."

In a nutshell, examine the field of play: competitors, challenges, achievements, key players.

A good example

I recently met with a new potential customer. He came to his office, shook hands, placed in the chair.

He began to ask me questions, then rummaged in his desk and fished out my book "Fundamentals of motivation." "Where did you get it?" - I asked. "Ordered, - he said. - I wanted to know more about you and went to your page. Now I understand what you're doing. " WOW! Preparation! (By the way, now it is my client!).
And here is the formula for success:

R + A + I = B ++++

Training + Home Research work + = strong first impression!

The magic of a good relationship

Let's talk about relationships, not about understanding and stuff, about which firmly on all kinds of training, but about normal human relationships. Those that require you time and effort. Those that are built on trust and professionalism, not on "how to sell more."

Sometimes the irony is that you need to go straight to the point - this is an expression of respect and professionalism. Do not praise the family photos and sports trophies, do not act according to a standard scheme.

Appreciate your time and the time of your customer (On the enthusiasm can be found in the course of the conversation). And another 100 vendors who were before you asked him the same stupid questions!

I spent many years in corporate America. I love lighthouses and everything associated with them. And my office was lined with modelka boats and lighthouses. Every seller who came to my office, saying, "Oh, you like lighthouses?". So I began to hold meetings with them in the conference room. What a stupid question ?!

You need to be different from everyone! To your customer raised his hands to the sky and said, "Lord, finally a normal person!"

Ask questions, not vparivayut goods.

The best thing you can do - is to show genuine curiosity within reasonable limits.

What do you think, why do TV interviews and talk shows these ratings? Because people like to share information. They like to talk about themselves, they like to hit the other.

Leading these programs have a keen and genuine interest in different aspects of human life (politics, science, entertainment, business, government, medicine, sports, law, art, etc.).

The surest indication that the first conversation with a customer goes well, it will tell you if something like "That's a good question" or "Do you know me that no one has ever asked."

N Focus
14:16:19
Disintermediation, or need to sell easier

Why do I often say that the distribution as a kind of business is dying? Not only because in front of me there are a lot of examples of that is the process of ideas and he - do not pay. I undertake a couple of minutes to show that the process of getting rid of intermediaries mass has a clear and irreversible trend.

Disintermediation

Disintermediation (disintermediation) - marketing is to eliminate the intermediaries of the marketing channels, supply chain movement of goods from the factory - the consumer. Disintermediation - which means doing everything possible, what would sell products directly to customers rather than through wholesale resellers.

There are four main reasons for the mass, in many market segments, observed the process of eliminating the middleman, the presence of those reasons set forth in the 4 types of disintermediation. So, there are:

disintermediation process - is one in which technological reasons;
Professional disintermediation - the cause in changing ideas about professionalism and obtaining sources of professional knowledge;
Corporate disintermediation - the cause of which in the development of business processes.
Cultural disintermediation - the reason for which the growth of general education, consumer culture
Technological disintermediation

Technological disintermediation - is the elimination of a professional intermediary and its replacement ... more technological circuit device (vending trade, for example), sales techniques, besides not yet try to influence marketing (information) channel. Logichticheskaya distribution dedicated to commodity-distribution "dostukalas." Today, the manufacturer receives a distribution channel, not as a means, but as the distance between the adoption of decisions by the buyer to purchase goods / services and the start of consumption of selected products. Therefore, reducing the channel perceived by the manufacturer as an approximation for consumption. Consumers, too, are happy to buy in the "chain stores", "without intermediaries", "without charge", "straight from the factory," and against other agitation. Straightening the channel and reduce channel units contribute bank lending, leasing, development logichticheskoy infrastructure, electronic communication, sales, accounting and control.

Professional disintermediation

Professional disintermediation - the elimination of this "person of influence", "freelance" agent before giving information, advice and his authority to assist with decisions about the purchase. Today, the seller in the sales area store is less aware of the product sold by them than the page ofsayta producer - is no longer a beacon of knowledge and not a guru. Finally, a smartphone in the hands of the buyer put such a "seller" in his Lokhovsky place. Modern multiplicity of channels of information leads to the fact that the client accesses to the seller only after studying the available information and make a decision, not so much for the advice, but rather to clarify some information that sufficiently often has only the producer and that he had already share with the buyer.

Corporate disintermediation

Corporate disintermediation expressed in the growth of efficiency of business structures manufacturer, simplifying organizational structures with the distribution and securing the roles and rights in the organization. Today, middle manager has more knowledge and experience, get more opportunities and rights to make decisions. In other words, as an intermediary and advisor are able to perform many of the managers of the manufacturer. And if before such managers were few and they were concentrated there, Ged quickly turned around a lot of money - in distribution, today has more trade specialists, increasing the well-being products that ilk can not afford to educate and motivate these professionals.

Cultural disintermediation

At the heart of the cultural disintermediation - an increase of skills and abilities of buyers related to autonomy in making decisions on their own ability to understand anything in the face of uncertainty, increased risk,