miércoles, 9 de julio de 2014

What causes the sale?

What causes the sale?
When a person comes to a brand or product to interact with the offer, possibly no one asks why this happens? Of course this behavior is habitual, repetitive, and it is invaluable for the company to survive in its sector. But do we know why it happens, what motivates? How is it produced? In short, what causes the sale? 

Luck. Many understand that in a sales process luck has a major influence, either be motivated to be at that time in that place with that person who was interested in getting the product offered. However, to objectively analyze this fact should not be forgotten that the product was there when the meeting took place, therefore the employer has made a move, it has made a proposal, and as a result of that action has come to whom the needed. Luck might intervene, but if you do not start the action, nothing would have happened. 


Links to other articles
Opportunities
The enemy within 
Nurture talent
How much things cost
Healthy competition
Coordinate a team 



The need. This is another factor that plays an important role in selling a product. Sometimes the seller thinks that if there is no need nobody will buy anything. However, there are countless occasions where a client comes in looking for a product and ends up buying other accessories. Buy something that did not need, but the supply environment has created the need. That is an added value of the entrepreneur who creates the need for the customer; make him see that if not taken into account is simply because it has defined its necessity. A good businessman does understand the customer that this is the time to purchase that offered, because if it does now, even without an apparent need in the medium-long term benefit will be enormous because surely end up needing it. 

The insistence. Many consider sticking with a project always leads to success. However, measure the degree great thrust is performed with a prospective purchaser. There are several levels that acceptance of an offer, and if the seller does not pay attention to the preferences of the potential customer, will lose the opportunity to interact with him. Insist to convince someone is fine, but pressing too at the wrong time can cause a reverse result to what is sought, and the prospect will end up hating the product because who submitted it has abused its attention and tried to impose the product. 

Clarity. Speak clearly and concisely is the ladder that leads to success. The right words used creates trust and encourages consumer confidence when he is in front of a product. Here no matter the level of interest or ability of the seller, but the clarity of the information representing the product, so that all the details are visible and the consumer is fully filled with the advantages of such a purchase, but at the same time to do that, may have in the future.

Flexibility. When a customer approaches a product for the first time, whether motivated by an interest or need, he cannot buy if he does not have the possibility to buy it. That is, more interest or need to be taken to buy a product, if the person does not have capacity to purchase, no sale will occur, and if it occurs forcibly, eventually failing. It is at this point that the client should find the flexibility to seize the product. Some companies have understood very well this time and created various funding schemes, discounts, easy installation, zero cost of moving, etc. Therefore, to understand what the customer is looking for is essential to define how the sale will go through. 

Apparently, once again the entire sales process just on land that we have seen several times here: observing the client, know his preference, consider the possibilities. That is, the most important thing in a business is the customer and not the proposal.
image: @morguefile

 If you enjoyed this article, share it. Thank you.