Selective approach to clients.
Posted: Mon Dec 23, 2024 9:58 am
Many, even experienced managers, filter clients based on the principle of ease of communication or possible difficulties in the process of cooperation. Of course, there are clients who are easier to refuse, since it is extremely difficult to work with them due to the lack of mutual understanding, excessive demands or unfair execution of the contract on their part. But if we are talking not about exceptions, but about average buyers, then you need to be able to cooperate with everyone.
"I don't want to work with him: he finds fault with every line of the contract", "he won't buy anyway: the budget won't be enough", "I don't want to waste time, he's counting on a free saudi arabia phone number professional consultation, but he'll buy somewhere else anyway". A selective approach indicates a manager's lack of self-confidence. It's not the client's fault that you don't know how to work with more complex requests. If you position yourself as a high-level specialist and your company as an authoritative partner, then learn to cope with difficulties.
Each client must have an individual approach, as their questions and requests are also different. A sincere desire to provide the right product, goodwill and a positive attitude will help to win over even the most difficult buyer. You need to be able to establish communications, have the desire to cope with any tasks.
Use of specific terminology.
It's great if you know the exact definition of all the terms you use when communicating with a client. But he or she may not have your deep knowledge and not understand what you are talking about. It is acceptable to add terminology to product presentations to show your competence. But the ability to convey the meaning of complex words in simple language is valued more highly.
If you are not sure that the client clearly understands the meaning of a term, you can gently rephrase the sentence to more simply convey the meaning of the statement. Just do not ask a clarifying question after the concept has been voiced. For example, "I hope you understand what I just said?" This will sound too arrogant.
Devaluing the client's time.
Now you might object by saying that soft selling takes more time than other sales methods. That's true. But that doesn't mean that the customer's time is wasted. Make an effort to quickly respond to the customer's requests. In face-to-face meetings, place the right emphasis without dragging out the conversation.
If you are slow, the client may feel that you are not cooperating with him willingly, which is why he has to wait a long time for a response from you. This will most likely lead to him deciding to contact another manager or postpone the conclusion of the deal indefinitely.
There are good quotes about the value of time. The well-known phrase by Benjamin Franklin "Time is money." And not so widely popular, but no less significant "Qui prior est tempore, potior est jure," which translated from Latin means "Who is earlier in time, is earlier by right." These expressions fully reveal the value of such a resource as time.
"I don't want to work with him: he finds fault with every line of the contract", "he won't buy anyway: the budget won't be enough", "I don't want to waste time, he's counting on a free saudi arabia phone number professional consultation, but he'll buy somewhere else anyway". A selective approach indicates a manager's lack of self-confidence. It's not the client's fault that you don't know how to work with more complex requests. If you position yourself as a high-level specialist and your company as an authoritative partner, then learn to cope with difficulties.
Each client must have an individual approach, as their questions and requests are also different. A sincere desire to provide the right product, goodwill and a positive attitude will help to win over even the most difficult buyer. You need to be able to establish communications, have the desire to cope with any tasks.
Use of specific terminology.
It's great if you know the exact definition of all the terms you use when communicating with a client. But he or she may not have your deep knowledge and not understand what you are talking about. It is acceptable to add terminology to product presentations to show your competence. But the ability to convey the meaning of complex words in simple language is valued more highly.
If you are not sure that the client clearly understands the meaning of a term, you can gently rephrase the sentence to more simply convey the meaning of the statement. Just do not ask a clarifying question after the concept has been voiced. For example, "I hope you understand what I just said?" This will sound too arrogant.
Devaluing the client's time.
Now you might object by saying that soft selling takes more time than other sales methods. That's true. But that doesn't mean that the customer's time is wasted. Make an effort to quickly respond to the customer's requests. In face-to-face meetings, place the right emphasis without dragging out the conversation.
If you are slow, the client may feel that you are not cooperating with him willingly, which is why he has to wait a long time for a response from you. This will most likely lead to him deciding to contact another manager or postpone the conclusion of the deal indefinitely.
There are good quotes about the value of time. The well-known phrase by Benjamin Franklin "Time is money." And not so widely popular, but no less significant "Qui prior est tempore, potior est jure," which translated from Latin means "Who is earlier in time, is earlier by right." These expressions fully reveal the value of such a resource as time.