One of the toughest and most difficult jobs is the job of a sales person. In order to be an efficient sales person, you have to possess exceptional interpersonal and negotiating skills. However, A lot of times, it so happens that you try your best by investing time and efforts in making customer say yes to your offer, but eventually you experience a failure. Obviously, different psychological and consumer behavior theories have been develop in the attempt of explaining this behavior. However, for a few minutes, we set aside those theories and think of devising a solution that can help you make sound sales and check if your customers are getting convinced.
The biggest problem that all salespeople face is that they do not want to admit that they have lost the deal. Despite their consistent investment of efforts, time and money, they were not able to come out as a winner. This thought gets translated into a fear of facing their bosses and declaring that they were not good enough to grab the deal. Therefore, the need is to make salespeople become competent enough so that they can judge if the customer is in actuality, as lucrative an opportunity as they think it is.
One simple situation for this problem is to make customers get involved in the entire business activity. Because this will make sure that they are not simply wasting your time in digging information. It will also let you know when should be right moment of speeding the process up, an example of involving the customers can be asking them to make a phone call at xyz number and get your landline number and address registered in the database. If they would do it, obviously that would mean the customer has been won over
Another advice for sales people is that they should ask their customer to reveal information which others might not have. What this will identify is that if the customers are really interested in dealing with you. If pieces of information which are regarded as sensitive; will be shared without hesitation, this implies that the customer trusts you and would want to deal with you. Examples of information that can be easily shared include past records, financial performance, milestones in their projects etc. but information like pipeline projects or a new policy to be announced etc will not be easily shared.
In the end, it is vital to realize that these techniques are not tools that will give a hundred percent success rate each time they are bring tried. But they certainly are a lot of help to sales people in at least recognizing which customers are seriously interested and which are faking interest. Thus, being able to demarcate the seriously interested customers, they would be able to dedicate their efforts towards them, so that they can win them over. Another positive aspect of these techniques is that they boost the confidence of sales persons on their abilities to come out as a winner and bring more business for their companies.