We conclude the series of the most common mistakes sales with the worst mistakes a seller can do: Suppose the client is ignorant, and then use sales techniques to convince or persuade.

The differences between a seller and a mediocre success are many and very easy to identify:

A successful salesperson thinks, “to serve a customer is an ‘opportunity’

• Seller mediocre thinking: “The customer is synonymous with money”
• The successful salesperson provides solutions during negotiations.
• The seller during negotiations mediocre thinking about how to make money.
• The successful salesperson says, “It’s a pleasure to serve you”
• Seller mediocre says: “This is what you are looking for”
• The successful salesperson has pleasure to meet its customers.
• The seller has mediocre pleasure only when its customers buy.
• The successful salesperson is aware that people need solutions to their needs.
• The seller believes that poor people just want the products.

The evidence that we find the seller when the mediocre:

• On inquiry he focuses only on price and terms of sale.
• Its low sensitivity does not allow him to offer solutions to the customer, but only products
  When there are more people in the negotiations he focuses only on who has decision-making power, not thinking that his wife, friends, colleagues or others can influence the purchase.
• Does not create empathy with the customer, he only interested in selling.
• If they ask for details, he responds without addressing why those details may be useful for the customer.
• If the customer does not buy accuses him of having stolen some time and did not want to buy.

Other related early blunders are:

Use technical terms and too complicated with customers who are not in the industry. The client in this case may feel discouraged and gives up the purchase because the seller does not understand what he’s saying.

Make the customer feel ignorant on a particular topic or about the features of a product. The customer may be offended or feel the product in excess of their knowledge and then abandon the purchase.

Give the customer quickly and give little importance to his questions. Customers need to feel cared for, understood and respected in order to buy from you.

Talking to the customer supremacy. This technique can give the seller the illusion that he is to command and manage the customer, but a good portion of customers may be annoyed by this.

Finally, we can say that the best salespeople are those who develop a sensitivity to offer solutions and meet customer needs. This is the best selling technique exists, and for sure, what the long term will allow you to consolidate and develop your business.

Tags: customer, Error sale, ignorant

This entry was posted on Thursday, May 26th, 2011 at 7:47 am and is filed under Sales Techniques. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.