This is a guest post from my cute and very smart friend, Ron.
Selling starts with an argument. NO ARGUMENT NO SALE !
One thing that considered crucial
for a sales representative is when he/she often got rejections from customers. It’s
never been easy to sell. Most of the time, you have to win an argument with customers.
It doesn’t mean you answer them sarcastically to win over them.
Argument is normal in selling and
where argument is, sales representative may prove his/her capability in
selling. But like in real life, rejection awaits us. It has been the tradition
in the sales world to deal with rejections daily. When there is no argument
between a sales person and a customer, there’s no selling at that point. They
are just conversing; however, when argument starts, so does the selling too. Let’s
have a look of an example argument below:
Sales man: You
have a different discoloration on your face.
Customer: Yes, I
know. I got this when I was hit by a car.
Sales man: Oh,
sorry to hear that. But when it happened?
Customer: It’s
been 2months.
Sales man: What
you have put on your face?
Customer: It’s a
product C that minimizes face discoloration.
Sales man: I have
a product A the same with product C, want to take a look?
Customer: Yes
sure! (after taking a look at the product…) Oh I’m sorry I prefer product C
than yours product A. They’re the same after all but I’m used to this product
C.
Sales man: I’ll
give it you 50% off if you do purchase today.
Customer: No,
thanks.
Sales man: If you
want, take this on credit.
Customer: As I
said, no, it’s okay, thank you for the offer.
Sales man: Okay, as
you wish.
The example above shows no
argument and no sales happened. Should a sales man opened for an argument, he
might have won over his customer and got sales. When a customer is adamant and
already said no, you shouldn’t stop right there, unless if you know the
customer’s reason and see his decision is right then that’s the time you have
to understand your customer’s decision. Now, let’s make an argument with a
customer:
…
Sales man: I have
a product A the same with product C, want to take a look?
Customer: Yes
sure! (after taking a look at the product…) Oh I’m sorry I prefer product C
than yours product A. They’re the same after all but I’m used to this product
C.
Sales man: What
makes you like product C if I may ask?
Customer: My mom
told me to maintain this for 4 months and the discoloration would heal
gradually.
Sales man: And
what happened, was there any changes from the last month you used it?
Customer: So far
good and the tinge have lightened a little.
Sales man: Okay, that’s
good, but I still recommend you the product A. It doesn’t only heal skin discoloration
but its properties help your face back to its normal color of your skin.
Customer: So as
also the product C I used. I have maintained this and I am positive by next month,
the tinge will totally erase.
Sales man: I
understand. So, you estimated it within 3-4 months of using such will
completely heal your bruises? If you compare Product C from Product A, if how
long will take its effect, I am confident of the product A’s result. 5 of my
customers used this on their bruise part of their body, in 2-3 months their
skin has back to normal; in addition, their skin improves drastically especially
on face. Product A has properties to replenish skin and take away the oily
part. So, even if the tinge has gone, still you can use this either for
replenishment or maintenance.
Customer: So, how
long to take your product to be completely healed my bruises and removed marks
on my face?
Sales man: Use
this twice a day for 1 month or so, but in 3 weeks, you can see a bit changes. By
the way, may I ask why you prefer product C?
Customer: My mom
used this whenever she got bruises on her body parts and face, it worked for
her and so I used this too, I just couldn’t use any as I don’t have any idea
what to choose any other than product C, and product C also is tested by others
and worked great too.
Sales man: It’s
great to know your honest answer, but I want to help you. Take this now and let
us see the effect in 1 month. You can call me on this number (taking a business
card to the customer) so we can still keep in touch and make follow up with
you, what do you think?
Customer: Okay,
that’s a nice idea. Should I take it now? How much it costs if I’ll take 2
product As?
…end, sales man got sales…
So that’s it. That’s the life of
a sales man. Take to initiate to argue which would end up nice so you’ll get
sales. You have to know the reason and understand the feeling of the customer before
you take for an argument. While not all objections would end up like that, it’s
really necessary to know the reason behind objection.
If a customer is in doubt then you have to
explain him/her down to earth. You have no choice but to let your customer
understand so that customer’s doubts be answered or cleared. Would you tell to
a customer how stupid he/she is for not understanding your explanation? I doubt
if you get sales at that.
If you think the argument would
end up bad, conflicting ideas, principles, product branding, then it’s time for
you to lie low but still, don’t let your guard down. Understanding the
situation of the customer would let you initiate quickly to get customer’s
trust.
Don’t afraid to argue, but just
ensure that the argument would flow nice and a little gentle which sounds very
concerned to the customer. The first example with no argument sounded like “money
concerned for a sales man”. Offering a low price to customers won’t always work.
That will work if the reason behind objection is the price or the budget of the
customer, but it wasn’t the case on the first example above. Like what I’ve
said, try to know the reason behind objection, if you think customer’s decision
is right then respect it.
About the author:
 |
| My friend, with the username: Lady Purple or often called as "Ron", or if I am not mistaken, that was Ronpal? For you to know she's one of my PTC friends after discovering that blogging is more fun and better than PTC sites, and the only one left :) She is the author and owner of ibiz-talk.com. If I were to describe her, she's very passionate with her works, a good and supportive friend, and.....very smart:) Thanks Ron. |
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