Question Yourself ?
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- How would you like to have just one option when you buy ?
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1. This topic is for the professional who want to ensure a better conversion ratio.
2. Everyone likes to have a few options in whatever they buy or choose.
3. Great sales people know how to convince the customer into a buying decision.
4. But inexperienced sales people make the mistake of trying to force customer into a particular
product and not providing the choice to the customer.
5. Thus knowing to sell is critical but using the right strategy is also beneficial.
6. Consider that you went shopping and all the clothes were lined up with only one color. You probably love that color, so you decide to look at the various stiches and threads and designs available to make a purchase decision. This would be ideal if you wanted to buy that color only. But would be a straight reject if the customer wanted some other color. So the shops across the world try and keep a lot of variety to entice every customer.
7. Having an increased chance of sales before a sales is done is always a trait salesman prefer to have in their arsenal.
So offering the choices to people is essential to closing a sales.
Example of the situation
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- Imagine going into a store asking for white shirt and getting a white shirt in the very next 10 seconds without and questions asked. No choices were provided no options given customer was provided exactly what he wanted.
- Imagine going into a chocolate store with just one kind of chocolate.
- A gift store that has just one kind of gift.
- I hope you get the idea.
Author Suggests
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- People aren’t used to the concept of getting no choices and when a salesman tries to pitch just one kind or type of service the customer is expected to ask for more.
- The ability of the salesman lies in being able to create a variety in his/her pitch and provide options to the customer.
- The ability of the salesman lies in being able to create a variety in his/her pitch and provide options to the customer.
Words of wisdom
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- Great salesmen would be able to pitch options to customer and then drive the customer towards the required option.
- Also remember as you are providing the options he/she is bound to decide for one of them, and if the options were proper you will get a sale irrespective of what he/she chooses.
- Author Examples
- Would you like to buy this special version with v8 Motor or would you rather go for the limited edition v12.?
- Can we meet tomorrow to discuss this or would prefer to do it on day after tomorrow.?
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- In a business of selling cars, the ability to provide various options at various segments based on pricing was the key differentiator of a good salesman and a great one.
- In a business of cold calling this can be done by the following script as a closing statement.
- In order to explain that, what will be a convenient time to meet you. Would 6 pm we better or would 8 am be perfect?
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- Every salesman is known for his knowledge and is renowned for this.
- If a salesman is not aware of his products and is not aware of his competition then his capability in the field will be limited.
- All knowledge whether learnt, taught or acquired in the field is useful for every meeting.
- Humans are capable of learning new things everyday and their capability lies in adopting new learnt knowledge to their respective needs.
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- Every information that comes to you when in the field is considered useful for one or the other dealings/meetings.
- The way to understand this is my remembering the great words of “Steve Jobs” who said “you can never connect the dots going backward” and you will be able to connect the dots in future for sure.
https://www.youtube.com/watch?v=wz0j7z38LIg
- In one of the world prominent religions it has been clearly defined that all that happens in the world has some purpose and nothing happens that has no purpose.
- Thus to study daily from the market is what the author proposes to every reader.
- What other gift can you give to the customer that costs you nothing but time to acquire?