Sales Not only Just for Orders
Sales Not only Just for Orders
Sales Not only Just for Orders
Information obtained by search and recommendations obtained through social media, today's sales staff have no chance to figure out where their potential customers - until the development of decision-making, they did participate in the purchase process. The real five steps are:
1, potential customers search the web for information about their problems to the social media request for proposal. If they find that you are the possible solutions to the problem, they are concerned about you, but do not contact you.
2, the potential customers of competitors, prices, policy parameters, comments, etc., etc. - they can easily find all the information from the Internet.
3, the potential customers in social media for advice.
4, program and budget was submitted to the Board of Directors.
5, the potential customers to contact you (if you win), requires you to meet their expectations of price and delivery mode.
So much nonsense. This is not in sales, this is only an order. But also to buy things this way, the poor fool, this is kind of great suffering.
This "do it yourself" and assumed that B2B buying patterns have tremendous energy potential customers to learn more about each of them to purchase products and services.
Although in theory it is possible to do so, but the last time you see which company employees have their hands so much time, can be used in their supply chain and service infrastructure elements of each one become an expert When was that?
Even without the effect of buyers use this time-consuming method possible to draw the "solution" is wrong, because they entered the field of their lack of expertise. Therefore, they may eventually be meaningless things, this means a waste of your time (and their time) and the actual situation for possible re-training them.
Provide services to your customers the best way is full of the customer experience is the noisy sound of this social network long ago, the opportunity to participate in them. You diagnose the problem through, to determine whether it is appropriate to quantify the economic impact, and the development of delivery plan to establish credibility.
This is the sale of all. You would have to provide customers with a customer to do their own service. General "tips" just push the sales of the work of professionals to the customer to get there.
If I were a consumer, a sales representative and I hope my experience this "new" process, I will either restless, or the representative will call to the sales manager and asked him to give me another couple.
Sales Not only Just for Orders
By: Serena Du
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