Negotiate and sell with honesty: Attention customer!


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Honesty is the best. This wisdom also applies in the future. Only when buyers and sellers deal with each other on an equal footing, can both partners benefit from the sales process.

People buy from people

Here writes for you:

 

Oliver Schumacher Oliver SchumacherOliver Schumacher is sales trainer and speaker.

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Bad seller image

Sellers have to sell. But some do not understand their offer themselves and pull their customers with false promises on the table. It only counts your own commission for the degree.

This “after-me-the-deluge-mentality” is reflected in the low status of the profession “seller” in society.

A question of Honour

Impudence can not win in the long term. If sellers also want to do good business in the future, they must (re) live values ​​like honesty, reliability and commitment.

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Because people buy from people! That is why the sellers who win for their customers after the conclusion will be won. After all, it is a question of the common mission and the resulting moral obligations.

After purchase is before purchase

The aim of the seller must be that the customer becomes happier or more successful through the purchase. For “bad” sellers, only the short-term conclusion counts. After that, the customer remains alone. The honest seller, on the other hand, is there for his customer even after the purchase.

Even if it comes to complaint or dissatisfaction. On the contrary, a financial investment can turn out to be a flop, a product as unsuitable or a service as a mis-dimension. Advice, exchange or financial support help to maintain the trust anyway.

Sales at the top

Honest sellers don't sell their customers with suggestive stupid statements. A mindset, “You don't think I would have sold this to you if I had known it beforehand,” assigns the customer the sole fault.

It is revealed that both have finally signed the contract and now have to go through thick and thin together.

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The customer is king

There are a lot of salespeople who think, "It's the customer's fault to make the wrong decision." For example, if the customer wants “A”, he will sell him A uninhibitedly, although “B” would be the better solution and he knows it.

Honest sellers also take their duty seriously to look beyond the box and to protect the customer from possible mis-selling. Then the customer is really king.

The honest seller

He is fighting hard to ensure that his customers actually achieve the promised success. This means that its offer represents the best solution for the customer.

It doesn't have to be the most expensive or cheapest at the same time. The honest seller can also say “no” if he realizes that he is really not the right provider for his counterpart.

Customers are not a means to an end

The future needs more honest salesmen. This is a type of seller who likes to sell - but only if it suits both sides. Customers can no longer be means to an end.

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This is why every salesperson should check whether his offer is really so safe and useful as to enrich it for customers. Because every person / seller has a responsibility - to himself and to the other.

Honest solutions are in demand. If salespeople deal intensively with their customers and their needs, this can be achieved. A change of perspective and a good preparation for discussion help.

Interested in the success of the customer

The long-term success of the customer is also the success of the honest seller. This means being intensely interested in the customer, through specific questions to find out what he really wants and needs.

With its expertise, the seller can thus protect the customer from possible shortfalls. And to ensure follow-on orders.

Main sold!

In order to avoid this consumerism, what is actually required must be sold, rather than simply writing down what the customer wants.

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Of course, what's right for the customer is something that the customer has in mind, but also something bigger or more expensive, because it helps the customer (more) achieve his goals (faster). It is the task of the seller to present such alternatives and to present them convincingly.

Upwind and perseverance in the acquisition

With the hiring of sincere helping, sales representatives also automatically have more perseverance in acquiring. They know that their offer does not fit perfectly for every interested person.

But they also know that they make a decisive contribution to helping customers. By the Feedback Satisfied customers get them up for their acquisition and more endurance.

Not every no is irrevocable

There is quite a lot of noise in normal sales days, as many customers are not open for spontaneous supplier changes.

But because honest salespeople know that time is running for them, they open more than once to their favorite customers. Thus, potential customers can become their regular customers in the medium term.

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Three new framework conditions

In order for honest selling to prevail, the general conditions must also be right:

  1. Sellers may be rewarded less for the first sale, but increasingly for the after sale. After all, to sell goods to a customer in the warehouse is one thing. But to help with sales and to encourage further orders, the other.
  2. Honest selling requires sincerity. Money-hungry salespeople who take responsibility by stealing their dubious sales with the phrase “Is the customer to blame if he doesn't read the fine print and believes me”, should be pilloried.
  3. To convince customers of good products and services can take a long breath from a seller. On the one hand, their offer is inevitably high-priced, on the other hand, many customers are satisfied with their present supplier. That is why honest salespeople need regular support to be able to convince them in the sales talk.

Be your own customer

Why should it be worthwhile for the customer to accept a sales offer? That's why sellers should always sell their offer to themselves first. This change of perspective enables an assessment from the customer's point of view.

As the seller himself does not know why his offer is an enrichment for his target group, then personal failures and sales-related shipwrecks are closely related.

Help the customer with the YES

  • With which conversation start could attention be achieved, so that the customer becomes curious and opens up?
  • How can the offer be presented so that the customer understands it easily?
  • What customer concerns are likely? How can these be handled so that the customer sees more positive than negative consequences of the purchase?
  • Which alternative offerings make it easy for the customer to decide to buy?
  • How can the price be discussed in such a way that it is accepted without much resistance?
  • How is it ensured that the customer not only buys but also really enters the promised success?

Interestingly, however, after the NO of the customer, many providers blame others, and seldom themselves.

Because the whole world lives from consumption! Every sales contract comes about through agreement between buyer and seller. But the most honest seller will lose out if the customer has dubious intentions.

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The "selfish" customer

So some customers are masters of making themselves and their suppliers responsible for all the mischief of the world. If, for example, you are operating a machine incorrectly and this is broken, then the supplier should ask for it straight and take over the costs.

If the customer carries his warehouse badly and ordered wrongly, then of course the supplier has to return immediately without any ifs and buts - of course free of charge.

To assess customers correctly

Such customers see their suppliers as a means to an end. They think the seller must be grateful to them for working with him at all.

The fact that customers with this attitude often cost money and nerves, sellers often do not notice.

Honesty is also good for customers

If such customers were to admit their own mistakes more openly and did not expect the supplier to expect miracles, they could also give the seller an appreciation for his commitment.

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For example, by accepting the prices above the market average or by extending the order volume in favor of the dedicated supplier.

The "criminal" customer

This type of customer is partly responsible for the fact that jobs are destroyed and products and services are becoming increasingly expensive. Many like to buy, but “forget” to pay.

Some simply simply change the payment periods by a few weeks, but pay at least. Others lull their creditors with full-bodied promises that they will transfer the money, even if they know that it will not happen.

Scheduled payment delay

Unfortunately, there are more and more customers who know when they buy that they can not pay the bill on time. Unfortunately, this resolution is difficult to prove.

Fair dealings

On the other hand, honest customers are openly aware of potential financial bottlenecks before the contract is concluded. The seller can weigh whether or not he accepts this order.

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And if unexpected payment difficulties threaten, they do not wait until the third reminder, but instead seek out contact with their creditors so that they can plan accordingly.


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  1. eSL Consulting

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  2. esl Consulting

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  3. Competencepartner

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  4. Thomas Eggert

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  5. REGIS GMBH

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