tailieunhanh - think like your customer a winning strategy to maximize sales by understanding ho phần 6

và sự cần thiết, giá trị cảm xúc, để chúng ta có thể vị trí của mình là các nhà cung cấp lý tưởng hoặc đối tác để cung cấp nó. Trong suốt sự cân bằng của chương này, tôi sẽ giải thích chính xác làm thế nào điều này được thực hiện. | This document was created by an unregistered ChmMagic please go to http to register it. Thanks. Team LiB PREVIOUS I NEXT k Keeping in Step with Your Buyer Have you ever found yourself diligently working through a sales campaign-holding meetings giving presentations delivering proposals and maybe even providing references-only to discover that the people within your customer s organization who have the authority to buy are still mentally back at the very early stages Or they are still trying to decide whether this purchase is something they really have to take action on at this time This has no doubt happened to all of us. What goes wrong when this happens I think we took our eye off of what we ve been talking about here. We re no longer focused on helping our client move through a buying process. We ve gotten too tangled up in our sales process. Sometimes we find ourselves pushing a customer to move through their process faster than they want to. The primary cause of this is that we don t have enough opportunities in our sales pipeline. We end up putting pressure on what few prospects we do have to compensate for our own lack of planning. Unfortunately the only thing worse than having a thin pipeline is trying to get a client to commit to buying before they are ready to buy and damaging or ruining a relationship with one of the few prospects we do have. The better we can understand our customer s buying process or the things that have to happen before they can buy the better we can stay aligned with our customer and work with them where they truly are. Of course we will try to help them see the value of moving forward sooner. Chapter 10 is dedicated to this endeavor. But if we need more business this quarter and one customer simply can t or won t buy yet we might need to accept it and work on finding some that can or will. Team LiB PREVIOUS NEXT k This document was created by an unregistered ChmMagic please go to http to register .