Not identifying prospects from suspects
There are many people who will listen to a sales presentation. It may make them feel important or help them fill their time. Whatever the reason, it doesn't help the salesperson get any nearer to the sale. In fact, it takes the salesperson further away from the sale because time has been wasted and the point-of-entry into a company has been mismanaged.
Presenting to people who are not qualified is just that -- presenting. It is not selling. And a company or a salesperson can't make a profit by just presenting.
Probably the greatest misuse of a salesperson's time is presenting to someone who doesn't have the need, the authority or the money.
Professional salespeople know the frustration of trying to sell where there is not a buyer. The salesperson must know how to properly qualify a prospect and determine if there is adequate reason to proceed with the sales presentation.
Even if the initial contact is not with the decision-maker, the salesperson needs to take advantage of the opportunity to move up the decision-making ladder.
Making a sale, not a customer
For many salespeople, just getting a signature on the bottom line is the only objective. To accomplish this end, they use whatever means are available -- assumptive closes, promises of extra incentives, threats of price increases or whatever other tricks are in the bag.
Salespeople like this sometimes walk out with signed purchase orders, but they don't sign on customers. In fact, the customers may be so resentful of the pressure and tricks, they may rethink their commitments.
Even if the order isn't canceled, these purchasers will have no particular loyalty to your company, and likely will buy from your competitor the next chance they get.
MNİDA
No comments:
Post a Comment