What should be the attitude of a salesman towards the customer objections? That is how he is to look at them? Do they irritate and annoy salesman as unnecessary time-wasters which presents him from closing the sale? Has he thought of them as doubts in the customer's mind that he likes to clarify?
Pre-approach is that phase of selling process, which is undertaken with certain objective; these objectives are: At first sight, it may appear that a person or an organization looks like a reliable prospect. However, that closer look reveals it otherwise. That is, the salesman is to learn this difference between 'lead' and 'prospect'.
Communication tools such as visual aids, portfolios, samples, models, testimonials, and demonstration are an important ingredient in many sales calls. Use of such tools has its own importance in making a presentation strong and successful. A strong presentation has the ability to do the following:
One cannot undermine the importance of significance of pre-approach, as it is a stepping-stone to approach. The significance of pre-approach lies in the following points.
Why some salesmen achieve far more than their targets while the others hardly makes their first sell? What is the secret of a smart salesman who always makes something different? Well the secret is here:
Perhaps, the toughest job of a salesman is that of tracing the buying motives of prospects or customers. Customer is a complex of buying motives and it is really difficult identify all the motives their influence on the buying behaviour.
Buying motives as the invisible forces of inner-man of every prospect enjoy certain characteristics of their own. The most significant one are:
The next pertinent question to be answered is as to what a salesman is supposed to know about his products? “Product knowledge here, does not confine to strictly to the company product proper. It covers a wide range of allied areas that hover-sound the product.
The significance of a perfect and up dated knowledge need not be overemphasized, because it has its own standing in salesman career. It goes without saying that an ignorant salesman is a liability to the employer, enemy to himself and the threat to the customers.
Character or moral qualities are as important as physical and psychological. In fact, these are more important than those of physical, mental and social traits.