From Scratch: How To Sell Products To A Fool

Any competent sales expert, sales material author and sales trainer will tell you the proven secret of success in sales: aim at potential consumers with demand, power and money to buy your products or services. Of course, this is a good idea, but it's easier said than done.

Let's face it: these people with "demand power budgets" are hard to reach. In fact, according to my unscientific research on this problem, nearly 90% of entrepreneurs do not know that they have needs (not intelligence quotient), they may not be decision-makers, or they may not be authorized by financial expenditure. What should a smart entrepreneur do?

Well, I have asked some smart entrepreneurs about this problem, and I will share with them the experience they learned from the painful failure, that is, how to leave the wrong customers gracefully and quickly and find the right customers' experience.

For example, trying to sell to someone who has no right to buy may establish contacts with him, and let him fully understand what you are doing and get the chance to meet with real decision-makers.

Or you can hope for the potential of these characters in the future. Smart entrepreneurs do not just look at short-term benefits. On the contrary, they value the customer's life cycle value. Because a person does not buy today does not mean that she will not buy later.

No mistake customers

In fact, the first lesson in selling to those stupid, unauthorized or poor people is that these guys will not always be stupid, no power or no money, and you will never know where your next order comes from. A man on my mailing list brought me a big order. At the very beginning, she was just an assistant. It took her 4 years to get promoted to make the company my client. Keeping her on my mailing list does not cost me anything. At the same time, I built reliable trust, reputation and brand recognition.

This example emphasizes the fact that there are really no "wrong" customers. The more precise rule that entrepreneurs and sales experts often mention is that selling the wrong product or service to the wrong person is the culprit at the wrong time.

When you are faced with customers, trying to find the right time, the most suitable product or service, and the best sales method, simple sales strategies, such as chatting problems, can save you time, energy and energy skillfully.

For example, if you are selling IT consulting services, asking these questions can tell you whether it is a win-win sales dialogue or a waste of time.

1) have you ever introduced an external IT consultant to help you complete the project?

2) how is the project going? Which ones have been completed and which have not yet been completed?

3) is there anything that your team is doing and needs some external experts or some extra staff?

4) if you need to decide whether to hire foreign staff, who will make decisions with you? When will this project start considering the introduction of external resources?

5) what is your budget?

6) what aspects do you need to know about us before we consider us?

Attention to these questions can quickly answer questions about demand, money and decision making.

Fixing stupid people

When you sell to a fool, you have to believe that most customers will defend emotionally when they are not buying at all, so they do not have to shoulder personal responsibility. Sometimes stupid people are the most difficult customers to deal with, just because they lack the necessary information in the purchase process. At the same time, they are afraid of being discovered that they lack information, skills or experience to complete a smart purchase decision. Now there are three ways to deal with stupid people.

1) spend some time listening to their problems and building trust and understanding.

2) make them understand in plain, non terminology language.

3) educate them, but they are not stupid and have the ability to make a win win decision.

Sometimes stupid people are easily threatened. They may not want to expand their horizons. But you know, these stupid people can become your best customers once they buy them. (more exciting content, success in venture network. Www.cg01.cn )

What if your client is stupid? It's your fault - not their fault. You need to ask the right questions, solve the right questions, discuss important things for them, not those that are important to you and your "sales process", perhaps endless terms, endless PPT, a bunch of problems and well arranged insiders. People are not stupid when they focus on their concerns and their business success.

Many times, stupid means that they don't know they don't know. This is your job. For your products and services, help them to ask the right questions and tell them how to make meaningful decisions.

Powerlessness can be overcome by endowing potential consumers with power. Put those resources that they can't prepare themselves to the table. It shows that your product has complementary service or turn key solution, so that customers can easily do business with you.

Let's face it: This is simple sales. The simpler the product you provide, the more powerful customers have to buy. People who feel helpless when facing 20 options will suddenly be enthusiastic when they see only A, B and C options. Don't make your sales work too complicated, get rid of the excess and leave the necessary.

Finally, the best way to sell a person who has no money is to provide a price strategy that anyone can afford. Even if you develop high-end products and services, you should also consider those customers or customers who only want to try, those who feel more comfortable before diving. Remember, even if it's expensive, such as Tiffany 1, s, besides the $thirty-nine thousand and five hundred diamond bracelet, it also provides a $100 key ring.

If you are engaged in sales work, and if you see these guidance methods, you will find that those who seem stupid, those who are powerless, or even poor, can become your customers.