Many people believe that the sale is one of the easiest ways to make money. They are right, provided that they know how to do it. However, most sellers fail, only 5% refer spectacular effects. Why does it happen? This is due to many reasons, but mostly because of the wrong convictions. Especially because of the 6 convictions destroying the effective sale mentioned in this article.
What are convictions? They are set of reviews about the surrounding reality, about people; they determine the reality and they have impact on efficiency. They may support you in action, or be your biggest brake. It is up to you whether you will see transactions in one way or another. In a moment, you will find out that you are standing in a strong position, supported by strong arguments, which we forget or we are not aware of.
Convictions that limit you in the sales process:
1. The buyer has all the advantages of the sale.
2. The buyer knows what he wants.
3. Price is the most important.
4. Competition has better offer (better product and lower price).
5. It is easier to make a business when you are tough.
6. Your only advantage is the possibility of lowering prices.
How it looks in reality:
1. Rarely, if ever, the customer has all the advantages. The client usually has a problem and the product that you offer will solve this problem. The customer has health problems, and your product supports the treatment of his ailments.
2. Most widely the client knows characteristics, but he rarely knows what he wants. He is not an expert in this field but you are. Rarely is different. Customer likes the smell of perfume, however, he does not know who is the manufacturer of the components, what is a perfume.
3. The price is overestimated in the process of trade negotiations; the price is only one of many elements. Remember the service, the length of the warranty, the contact between the customer and the company. Very often other elements determine the customer’s decision of buying your stuff. Of course, only under conditions in which the client can afford to pay the price.
4. It is very rare that the competition has a better product and a lower price at the same time. Usually try to compete in two of the three elements: price, quality, service. An attempt to use all three leads to failure. On the other hand, price competition leads to lower quality and, consequently, to decrease number of customers interested in products of higher quality. Equating your product with the offer of competition is to remove other advantages beyond price. This is a very effective treatment for the negotiations. Worth to know and highlight the benefits of buying your product.
5. It is better not to show too much firmness in the negotiation process. Your insistence does not lead to an agreement. Determining the client’s needs and being aware of your own possibilities enable you to find common points on which you can build a partner trading relationship.
6. Price is just one of several elements of the transaction; many of them are more effective. Refer to the point 4. The price is a disadvantage of each product. Even because it should be paid. Product quality, service, and level of service are the elements that clearly tip the scales in favor of other elements than the price.
Make a win-win deal
Remember: the customer is your partner in the game, called the sale. Depending on how to play, you have to set the game to run smoothly and successfully. The aim of this game is to make the transaction. This can be done under the terms of win-win. If you treat the customer as an enemy, the game will be automatically entered by the enmity elements. Is this what you really want? I think no. Elements of enmity hinder, or even completely block the communication. Communication problems what then arise will reduce the possibility of obtaining information. You know that the maximum amount of information is the foundation of all sales, and being aware of your own advantages determines your strength.
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