Scanning and Virtual Sales
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Assume your company is under pressure. Your boss pushes you to do more calls to turn negotiations that are on hold into POs quickly. You call your customer online and he seems to be okay with your approach. And then all of a sudden, I call it a Columbo, he makes that move: Ahh, by the way, if I release that PO at this point in time, I would like to get a BIG DISCOUNT from you in return, okay with that?
The truth is, in such a moment 8 out of 10 sales professionals get stuck and SPEECHLESS.
The moment the customer makes such a move, our brains react as if being under attack. This is a moment of stress. What our brains then execute is a self-defense reaction. We normally would instinctively fight, flee or freeze. What we do in a business situation where we cannot fight, flee nor freeze, we do MORE OF THE SAME. Like pushing a button more often and stronger. In reality this means we grab in our proven toolbox and apply the next best anti-objection-tool against the customers tricky request.
Now, if you switch your perception from the sales agents position to the position of the customer for a moment, what do you see? What do you sense? Right, you immediately sense two things: the sales agent is defending himself and is trying to fight himself out of this corner by counterattacking you, the customer. Now, what does that trigger in the customers mind? Well, two thoughts: the sales agent is caught on the wrong foot, is insecure, reveals a weak spot and could be easy prey. And I, the customer, have to watch out and defend myself first, then corner him even more.
This example tells us: Your customer is SCANNING you permanently and reacts on what signals he receives from you.
There are two sales phases, two time zones. BEFORE the SCAN and AFTER the SCAN.
Here is your new toolbox to pass THAT SCAN., especially in virtual sales calls.
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