One aspect of frustration among sales people is that many customers seem to be not interested in you, your company or your products. You give Customer Phone calls, scheduling meetings, and a busy day are not productive. Maybe you get the reply, "we will consider it", "we do not need it now", and now we do not want to change. The obvious reason why customers are not interested is that customers do not know why they should do what you want. You want them to buy your products, they are very clear about that, but they do not know why they should do so. If you can't understand the customer's situation accurately, his answer is meaningless to you. Please look at the following two scenes.

Customer 1: we don't need your product.

Salesperson: what do you mean by that?

Customer 1: our stock is enough for one year.

Conclusion: he doesn't need your product now.

Customer 2: we don't need your product.

Salesperson: what do you mean by that? Meaning What about it?

Customer 2: we are very satisfied with our suppliers.

Salesperson: when we called, many people said they were satisfied with the current suppliers. But one of the reasons why we contacted you is that we have completed the improvement of the new product, which will reduce the maintenance cost by 15%. If you can reduce the maintenance cost by 15%, how much money will you save in a year?

Customer 2: I don't think you can do that.

Salesperson: when we first called, many customers said so. But if we can really save you 15% of the maintenance cost, do you think it's worth 15 minutes to get to know our products?

Customer 2: OK.

Conclusion: he didn't know that your product would help him.

Don't let customers initially lose interest in misleading you. The following steps can help you understand the situation of your customers and promote them. Sale 。

Analysis of customers' situation and Views:

As you can see, although many customers say, "I don't need your product", the situation is different every time. Effective analysis of customer situations can help you understand the customer's situation and take appropriate sales strategies.

Explore the customer's ideas:

The best way is to ask valuable questions. Focus on gathering information that helps you identify customer characteristics, thereby laying the foundation for implementing your sales strategy.

Reveal demand and opportunity

Ask questions to help customers clarify specific needs - reduce costs, improve product quality, speed up service and so on, and let customers know how your products can meet these needs.

Selling is like practicing medicine. Prescribing without diagnosis is dereliction of duty.