customers Winning is difficult: customer requirements are changing faster and faster, customer loyalty is declining, the range of offers is unmanageable. But Seller can use these new market requirements to win customers.
- 1. Changed buying behavior of customers
- 2. Seller as a lifeline for customers
- 3. No leading questions in sales
- 4. Seller: Brush your offer against the grain
- 5. Meet the buyer as a human
- 6. Sales Funnels - Awareness with Presence
- 7. New awareness for sellers and companies
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1. Changed buying behavior of customers
We're looking more critical today before we buy. We compare more. It usually takes longer before we make a purchase decision.
2. Seller as a lifeline for customers
The books on the subject (advertising)
On the other hand, the time span for the seller to leave a good first impression with the customer, has dramatically shortened: 7 seconds ago, the offer today just 0,7 seconds left.
So it only takes a blink of an eye - and the product or seller is either "in" or "out". In the virtual shopping cart or in the Office of the decision maker. What many as Problem see is an opportunity - because entrepreneurs, salespeople and consultants become a lifeline in the flood of information with their appearance.
3. No leading questions in sales
In sales talks in the 1990s, hypnotic speech patterns such as the so-called leading question were a characteristic component. "Mister Customer, you are for sure also the Opinionsthat exactly this offer is great, isn't it?" Today we laugh about it. Times have just changed.
Old sales phrases have been sucked off. They are now also known to customers and no longer pull. Nobody wants to be manipulated. With such techniques, sellers only destroy their reputation and prevent really important deals. The responsible customer is used to thinking for himself and expressing his opinion forms. The seller should not anticipate this,
4. Seller: Brush your offer against the grain
Discounts for your success (advertising)!
Whoever only looks at what competitors are doing and imitates or imitates voluntarily renounces unique selling points. Suppliers must dare to act individually with the nature of their offer.
So it's worth brushing your own offer against the grain and doing something unusual from time to time. Not doing something exactly the way it is usually done, but completely different from other providers in the industry Industry hold it. In order to be noticed, you have to stand out from the crowd. It's worth getting noticed.
5. Meet the buyer as a human
Working out product advantages, arguing on the factual level - most salespeople still work according to these proven principles in the sales pitch. And that's correct too. But there is something new: feelings. Because the Future belongs to emotional selling! Whoever succeeds in addressing the mind and heart of the customer in equal measure wins trust of People. Therein lies a major competitive advantage.
Because the more convincing a seller is as an authentic person, the more trust the customer develops and the more likely he is to be enthusiastic about his offer. It is therefore important to Honestly to be interested in the person behind the potential buyer. No matter how great the product is, customers judge salespeople by how they feel at the end of the sales process. The salesperson is always ahead when he manages to score points as a person. Then the customer feels understood, treated individually and completely at ease.
6. Sales Funnels - Awareness with Presence
The so-called sales funnel, better known as Sales Funnel is not a new invention. The Term simply means that you have to fill in as many telephone calls, contacts, etc. at the top in order to be able to convert as much of it as possible into appointments, orders, etc. at the bottom. In times of Online-Trade, sales funnels still have a right to exist. At the same time, they have a whole new one Significance won:
Sales funnels are one of the possible ones Strategies for selling products and services online, as they open up amazing opportunities for vendors. At the beginning of the funnel, it is first of all as big as possible Attention to arouse. This can be implemented, for example, through online advertisements. What is important here is the target group-oriented (targeted) traffic. Intrigued by the permanent presence of these advertisements, new interested parties come to a landing page. It is crucial that this is designed in such a way that users can quickly and easily see the advantages they have if they accept the offer.
7. New awareness for sellers and companies
Company and salespeople need to develop a new awareness of what products and services do for customers. This has to be understood and communicated. What new results does the customer have when they buy the product? What changes in his life when he books the service? What is he missing out on if he doesn't buy?
Today's customers don't just want to buy a product or any service. First and foremost, they want one Solution for their problem or their pain. Even if that has basically always been the case and will almost certainly remain so in the future, this fact has a new significance. This is exactly what a seller can turn into his advantage.
Top books on the subject
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