Through this blog I would like to bring the differential sales strategy to the business table. Is it a new strategy that I’m going to talk about? definitely not, this stipulate new colors and faces for the existing sales approaches. Some real market strategies like push and pull strategy are sometime fails to emanate results. But the sales are the way we look at and there are ways and means to achieve business and win customer deals.
Let’s start getting into the approach of the strategies and insights.
Is confusing the customer a better way to win the deals and handle the customers? Really not it mean that way. The market is really open and we see large vendor base to choose from for the customers. These days customer really not worried about the availability of their interests, the reason behind this explains the number of players exists in the market with particular business. Let’s take some instances from IT industry, a customer is looking for setting up of IT infrastructure for his organisation and started evaluating the vendors in the market. When you really see this situation there are ‘N’ number of players in the market who provides the same kind of services and it really difficult for the customer from whom to choose from.
This new approach will raise its hand at this moment and says the sales guys that, you would close this business differently. How it works? There are ways to look at these strategies and be optimistic when you implement this approach to the customer, it may turn otherway sometimes!!!!!
Let’s get into some pre-requisites to enable this approach with success voice.
1. Complete knowledge on the product that need to be sold. Like product competence, competition, price, ROI and so on.
2. Strong confidence to speak the fact and comparison to the customer on the product features and competences.
3. Reading the customer mind set and the acceptance level on the client front and take forward from there.
4. Finally, the sales person has to be very clear in his communication and better not to commit anything on the flipside.
Politically this strategy sometimes may yield into wrong side but at times it works exponentially. By keeping above pre-requisites in mind, the sales person can win the customer deals with ease.
What do I mean by confusing the customer? Definitely not, literally confusing the customer. Let’s take the instances like any vendor in the market will face this situation of convincing the customer. There are many criteria’s and situation to reach this stage and some are like price, budget, quality, features, brand and so on. At that time any customer would take his own criteria in his mind and do the vendor selection.
So as said the sales person has to keep above pre-requisites in mind and implement to the customer will give the positive results.
Let’s start getting into the approach of the strategies and insights.
Is confusing the customer a better way to win the deals and handle the customers? Really not it mean that way. The market is really open and we see large vendor base to choose from for the customers. These days customer really not worried about the availability of their interests, the reason behind this explains the number of players exists in the market with particular business. Let’s take some instances from IT industry, a customer is looking for setting up of IT infrastructure for his organisation and started evaluating the vendors in the market. When you really see this situation there are ‘N’ number of players in the market who provides the same kind of services and it really difficult for the customer from whom to choose from.
This new approach will raise its hand at this moment and says the sales guys that, you would close this business differently. How it works? There are ways to look at these strategies and be optimistic when you implement this approach to the customer, it may turn otherway sometimes!!!!!
Let’s get into some pre-requisites to enable this approach with success voice.
1. Complete knowledge on the product that need to be sold. Like product competence, competition, price, ROI and so on.
2. Strong confidence to speak the fact and comparison to the customer on the product features and competences.
3. Reading the customer mind set and the acceptance level on the client front and take forward from there.
4. Finally, the sales person has to be very clear in his communication and better not to commit anything on the flipside.
Politically this strategy sometimes may yield into wrong side but at times it works exponentially. By keeping above pre-requisites in mind, the sales person can win the customer deals with ease.
What do I mean by confusing the customer? Definitely not, literally confusing the customer. Let’s take the instances like any vendor in the market will face this situation of convincing the customer. There are many criteria’s and situation to reach this stage and some are like price, budget, quality, features, brand and so on. At that time any customer would take his own criteria in his mind and do the vendor selection.
So as said the sales person has to keep above pre-requisites in mind and implement to the customer will give the positive results.
SALES MORAL: Is customer not convinced , better confuse him and inturn the client will not buy from the competitor too. The client again would start thinking about the discussion you had with him and just wait he would call you again for the discussion and definitely you will win the customer.
At the outset, the smart sales person can only try this approach to win the customer. In my next section will speak about another new sales strategy, keep refreshing my blog….
Happy Selling….Shiva
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2 comments:
Good Strategy! - SIVA
It's all in the GAME!
Guys, But to play this game needs a lot of preparation & practice
Know your enemy fully before you fight!
preparations & homework done and other parameters x,y,z - are BullShit. Upto me...you must be smart enough to tell the right thing at the right place. For a sales person, wht he talks at that point of time & wht he foresee from the customer angle are very important. you can do 1000 homeworks...but please remember customers are not the same...each customer has his own weak point and you should be shrewd enough to find that before others and make the KILL. you can do ur homework etc..but if u r negotiating with the wrong guy...ur job is shear waste....so to be sales person..u need to be real smart.....
Convince or confuse the customer is not the strategy to be.....
Convince or Confuse or Cheat or Compose or Conceive wht ever u can see....Sales job is nothing but a robbers job...there are many robbers planning to rob a particular house...but the one who does it first is the question!!!!!!
Happy Selling!
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