[Richard Mulvey] How do you get to see the customer when he has already got a supplier and is not interested in changing?
[Richard Mulvey] There are a number of techniques that buyers use to get a better deal for themselves. These are mostly tricks and the salesperson must avoid falling for them. I have listed a few of these ‘Tricks’ below so that you can be prepared.
[Richard Mulvey] Personalise. Personalise. Personalise! Selling is all about relationships. Developing a good relationship with your customer is not just a "nice-to-have" so long as the specs and the price are right.
[Richard Mulvey] We are human, so we all make mistakes. Which of us didn't make a mistake last year? We know that we make mistakes, and when that happens in business on a regular basis, we are likely to get complaints. The first thing we need to understand about complaints is that they are not bad things.
[Richard Mulvey] I was reading an old sales training book a few days ago, in which the writer made the comment that it is only polite to ask the person you are ringing if they have time to speak at the moment. This is a mistake. Please don't fall into this trap. When you are making a telephone call to encourage a prospect to buy your product or service, or even just to make an appointment, you walk a difficult line.
[Richard Mulvey] Did you know that business men and women lose on average more than 60% of their business day to meetings? Do we really need to go to all of the meetings that we insist on calling each day? I wonder if you have ever asked that question. In my experience, meetings are "called" regularly and these "regular" meetings are notorious for losing their way and objective.
[Richard Mulvey] Price is always an emotive issue. "We have to lower the price to keep in line with the competitors." I hear the same statement from sales teams throughout the country. "How do you expect us to sell at this price?" they say, or "I couldn't make the sale, Boss, the customer was putting too much pressure on me to lower the price." Actually, price is not the most important issue as far as your customers are concerned.