How many times has it happened to you that a salesperson who obtained the phone number for your office calls you constantly, or that through a phone call that seems endless, tries to convince you to buy your product?
Surely that situation has seemed bothersome. And is that with the desire to sell, there are sales agents who practically harass their potential customers. Due to their insistence, most of the time, they fail to close the deal.
BECAUSE IT DOES NOT WORK?
A few years ago, when there was trade protectionism in Mexico, companies could afford to forget their customers, ignore them, sell them at high prices, pressure them to buy, and even condition their sale to buy other products. Simply put, in most cases the selling company had power over the customer's decision.
After the opening, the rules of the game have radically changed: the amount and intensity of the competition is such that the client now has the power to take his money wherever he prefers.
Take into account that today the client buys what he needs and wants, not what we want to sell him. This means that if we as sellers understand what the customer wants, we can also know when they need it.
When you are with your client, and you have perceived that you are not facing a definitive refusal, be sure to keep in touch with him; ask him when he can call you back or send him information about your product. Adjust to your needs, but always watch your attitude so as not to harass your prospects.
Excessive insistence can generate distrust in the consumer. If you do not respect the adequate time to sell, what assurance does the customer have that they respect the agreed prices, delivery times, and promised quality? Despite the fact that the seller does not lie in these cases, the customer may think, subjectively, that since the only thing he wants is to sell, there may be the possibility that he is lying with the sole objective of closing sales, and that perception can cast down all sales work.
On several occasions, buyers ask the seller for advice on making a better buying decision. If you harass the customer, the customer may well think that the suggestions were not focused on satisfying their needs, but rather on the urgency of the seller to close the sale at that very moment.
HOW TO SELL WITHOUT HARASSMENT?
If you want to sell without harassing your customers, take into account the following considerations:
- If you have already discovered the customer's interest in buying your product or service, ask them the date on which they consider it convenient to carry out the deal and the closing of the sale.Ask the customer how you want the purchase to be made: If you agree to that you call him, on what date and time you want him to do so, and respect appointments. If the client prefers not to call you (because he agrees to do so), do not insist otherwise; Better share the convenient information about the purchase to guide you to be satisfied. For example, tell him when the offer ends, or how long in advance you have to place your order so that the company can meet the required delivery date, etc.
Calling a client to saturation does not ensure that you succeed in closing the sale to the contrary, it may harm your objective. In addition, you waste the invaluable opportunity to use your time to plan more visits with other potential clients, or in other cases to train.
Stick to what has been agreed and you will realize that your customers are less upset, that your time will be better for you and that your sales will be achieved.
