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By Olivier Schumacher (More) • Last updated on October 17.04.2024, XNUMX • First published on 24.08.2016/XNUMX/XNUMX • So far 5312 readers, 4458 social media shares Likes & Reviews (5 / 5) • Read & write comments
customers want to spend Solutions, no Problems! Rightly so. Unfortunately, not all companies have realized this yet. These 10 typical mistakes show how it doesn't work.
Seller must be active, not passive. No Customer calls because he has nothing to do. Customers come forward because they have a problem that needs to be solved. Often even if possible fast.
And not just because it adds value to your relationship Company means to the customer. But also because problems are inevitable.
Not always plays Money the decisive role, but the quick elimination of problems. In a Welt, where almost every interaction is automated, customers expect answers from their service providers. But this world is getting more complicated every year. Customers want to solve problems, always!
And this is exactly where you can and should start as a company or sales representative. Request-oriented is the magic word.
Companies help customers solve their problems by finding the right product for them at the right price and at the right time. In this age, finding the right solution is a complex task that requires a complex understanding of the customer, their problems and the market. Around successfully to be, you have to be more than just a problem solver; You must be a solution initiator.
Developing the perfect solution to a problem is therefore a never-ending quest. And the secret of your success as a business is finding the right solution to a problem
Sales managers should be interested in doing business with their counterparts, whether they are new or regular customers. However, with typical behavior, salespeople regularly drive prospective customers or customers to the competitor. So please do not:
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Oliver Schumacher is a sales trainer and speaker. The speech scientist (MA) and business economist (FH) worked for 10 years in B2B field sales for the branded goods industry. Today, the five-time book author gives tried-and-tested tips and strategies on the topics of acquiring new customers, offer management and price negotiation. His main clientele are small and medium-sized companies that have their own sales force. More information at https://oliver-schumacher.de All texts by Oliver Schumacher.
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