An article written by Mark Hunter focused on how well you as a salesman knows his or her consumer. He listed ten question that need to be answered for you as a salesman can really say “I know my customer.” One of the questions is “What are the big issues or risks my customer is dealing with?” This question focuses on the pain aspect that we have been discussing in class. Every client has a pain that they are dealing with and it is your job as a salesman to find and understand that pain. Another question that he asks is “How important is what I sell to their overall business?” This question really ties into is this sale a good fit for both you and the customer. You must be able to get to know what the customer is looking for and what they really need from you. If it is beneficial for the customer, then it will be beneficial to you if you can make the sale. However, if the product you are trying to sell to them is not beneficial to them you may not and probably won’t be able to sell to them. This brings us to the topic of getting to the NO. In class we talked about how it is okay to say from the beginning that if they are not interested in the product then it is okay to say no. You need to give permission to your customer to say no to you, so they feel comfortable in telling you they are not interested and don’t waste either of your time. Being able to get the client to say no early is beneficial because then you can move on and not have to waste your time on a sale that is not going to happen.
Ethan David
It is interesting how its not always a salesman wasting a customers time but that it can go either way. I liked how you explained getting to the no and finding pain. Great post!
I really enjoyed reading your post. I thought it was very informative and aligned with the main ideas of our class. I also liked how you incorporated “getting to the NO”. I feel like too many sales individuals are fearful of rejection; however, once he or she finds out the prospect is no longer interested, this allows them to devote their time and efforts to other clients.