Question Yourself ?

• • Do you prefer to sell for just once and get out or would you prefer to sell again and again to the same customer?
  • Every great salesman is known for his ability to sell and cross sell to his customers
  • How to do repeat sales?
  • The author wishes to answer this questions by providing a simple analogy.
  • If you get a salesman who is selling his product and another one who is just ready to provide his advice free of cost with no strings attached, who would you buy from ?

Question Yourself ?

• • Can any knowledge be considered as a great sales pitch to the person who needs it.
  • The questions is what knowledge is adequate for my business and what information is best for me.
  • What is useful for you?

Author Says: Well, the question is incorrect.

• • 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.

• • 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?

Author Explains

• • A salesman started his meeting with a customer who dealt with sweets and while explaining came to know that within a few days the sweet market was about to dump exponentially due to shortage of a raw material that was not supplied in time. Note : He had no use for this information himself today.
  • However the very same week the salesman had also another meeting with another customer who was complaining that his business was not doing good as he was not able to get proper delivery order which was his bread and butter.
  • The same man being the great salesman he was spoke to this customer about the problem facing the sweet market in a few days and suggested him to get in touch with the first customer and ensure to supply the needed raw materials for the first customer. This will mutually benefits both the parties.
  • Thus the Market knowledge acquired by the sales man helped him support the business of two of the promising customers. This may not yield results directly for the salesman. However, a great rapport is established due to knowledge of the market.

Author Suggests

• • The important thing to understand is that free consultation service is very lucrative to most customers.
  • Any salesman who can sell his free service will ultimately sell the product he wants to sell.
  • Also if you take an advise from a person for free of cost and it works for you would you be not willing to invest in more advise from him even if it costs a little more then the others.
  • Remember an expert you are in your field and that is good but are you a consultant too and is that how you project yourself unlike all the others.
  • Imagine going in a meeting with a customer and starting with just one line.
  • Dear customer, let me clarify my position in this meeting I will not try and sell you anything during this presentation. In fact my objective is understand your requirement and offer you my advise of the subject. And it is your decision to take my advise or not entirely. With that being said shall we proceed.
  • This way you will ensure to establish yourself as a consultant rather then a salesman, and this will differentiate you from the competition.
  • The author prefers to inform you that you can always do what you have done till now. But remember what got you here won’t get you there. So change is needed and this is the best thing you can change in your approach to a customer.