tailieunhanh - ProActive Selling Control the Process— Win the Sale phần 2

tại sao bạn có một vấn đề bán bất kỳ các điều khoản hoặc bất cứ điều gì về nó? Nếu nó không có giá trị, lý do tại sao bạn bán nó ở tất cả? "Như tôi đã đề cập trước đó, sau khi một nhân viên bán hàng được đào tạo hỏi một câu hỏi đóng ("bạn chứ không phải chúng tôi cung cấp đến nhà bạn hoặc văn phòng của bạn?"), Ông đóng lên. các | Ỉ4 ProActive Selling Rationalize Once the buyer has completed the transfer of ownership a unique thing happens. He starts to think Is this the right time to make a decision like this Have we looked at enough options Is this the right tool for us or should we look at a few more Salespeople have names for things that happen when buyers enter into the Rationalize phase such as objections cold feet buyer s remorse final objections stuck at the final step and maybeland. Salespeople do not anticipate the buyer having to go through a final rationalization process. But buyers do. After a great demonstration salespeople are eager to put together a final proposal get it approved and have the customer sign it ASAP. Reactive salespeople think like this because this is how salespeople generally have been taught to think. However it is not how a buyer or a ProActive sales person for that matter thinks. After completing a transfer of ownership and proceeding up the decision path buyers need one more final justification one more rationalization. This happens all the time. You try the shoes on one more time. You are ready to buy the shoes but want to try both on just to be sure. You are ready to buy the car but want to look at it one more time before the salesperson comes back with the final papers. Executives call a final meeting with the people who are in charge of using the product or service to make sure one more time we are doing the right thing by investing the company s resources and the executive team s reputation. You want to sleep on a decision overnight just to straighten out your thoughts. This is the buyer s final justification experience or their final rationalization. ProActive Selling Having the Right Tools at the Right Time 15 Sometimes the buyer breezes through this phase sometimes it takes a long time and can most definitely kill a deal if it hangs in this stage too long without progress. It seems the larger the sale the more time a buyer spends in this stage. .