Driving so many salespeople and sales supervisors, in my life, many times some salespeople and even supervisors, told me "the client did not want to buy."
To find out the causes of the "rejection", I would sit down with the seller and ask him: did the customer need our product? I think the seller would answer.
So, pretending to transmit some technique to you, I said: "I believe", it means that you imagine that yes, you need it, but you do not know for sure that you need it. What you must do to be certain that you need it: «inquire, ask, find out; when you are sure that the client is in need, that is the time to present our proposal, not before, because if you would not be trying to sell to a wrong candidate, nobody buys what they do not need or want.
Tell me how I plan the business? I would say to him, I made him the best offer, with the best price, the seller commented. But to get the best price you have to buy 120 dozen. Is that a usual amount for that customer? It is not triple what they usually buy.
You made a proposal for him to sell more, through some promotional action, I asked him, I didn't imagine that he would take care of it to have a greater demand.
So I told him, we have to sell more, we have to achieve the objectives, but by making our products sell easily in our clients' businesses, we have to teach them to "market", transmit techniques so that our product is sold like hot cakes..
You are not an order picker, you are a sales professional who must worry about making our products "be an excellent business" for our clients, otherwise what we are going to get will be transfers of stock, from our deposits to the of customers.
If you have a special offer available to sell, it should be addressed to the right customer, in the quantities possible, and at the right time. We want to sell, but not plug the customer. Modern selling must aim to make our client learn to do good business with his supplier.
The client, through his management, must discover the convenience that our company provides, you as a representative of the company, must discover opportunities that the business of that client has with our lines, you are the advisor who dives and detects good deals that the client does not see for being doomed in the day to day.
Take care to incorporate and transfer knowledge, suggest and recommend actions that would allow you a truly successful performance, when you achieve that synergy you will become a "creator of business and opportunities", they will be waiting for you to enrich themselves with their knowledge, put it into practice and then enjoyment.
