Hello And thank you for visiting my blog.
I have recently written a series about the buying process seen out of the buyers perspective.
It is an important insight for a salesman to understand their customers and that is the reason for this series.
To get a overview and for you to directly go to the parts that concern you I have summarized it here.
Part 1 – What Are They Thinking When We Call?
In the first part of the series we looked at the first contact between a salesman and the customer from the customers perspective. It gives an interesting insight into the mind of the customer and about how we can grab their attention.
Part 2 – Needs Analysis, How Can They Stand Our Questions?
This is a very interesting question. Most salesmen will try to avoid the needs analysis because they are afraid that they will loose the attention of the customer. In this article we discover why it is important and why it actually helps us attract and keep the attention of the customer.
Part 3 – Why A Customer Will Be Pleased You Present Your Product
Now that you linked your product to the customers needs they will be glad you came and will appreciate it all the more. In this article we explore the customers mind in this situation.
Part 4 – Why Do They Have Question?
Now that they are happy we presented our product why do they ask questions?
Often it is because they still are unsure and need reassurance.
In this 4th part of the series we look at different reasons for their questions.
Part 5 – Closing Techniques, Different For Different Situations And People
The most frightening and exhilarating part of the sales process.
Many fear that they will remind the customer that they are salesmen and ruin the report. In this part of the series we figure out what is going on in the mind of the customer and why we need closing techniques.
Part 6 – That’s Why We Buy Again
In this article we discover why it is so easy to get recurring customers and why they are so important. Also what makes a customer become loyal to a company. It isn’t always the quality of the product that is the reason.
Thank you and I hope this series has helped.
Please share your experiences and if possible shed some light on customers buying habits.
//Daniel M. Wood
- Summary Article About The Sales Process
- How Do We Buy? Part 5 – Closing Techniques, Different for different Situations and People
- How Do We Buy? Part 4 – Why Do They Have Questions?
- How Do We Buy? Part 2 – The Needs Analysis, How Can They Stand Our Questions?
- How Do We Buy? Part 6 – That’s Is Why We Buy Again!