Masters of Sales by Ivan R. Misner

Author:Ivan R. Misner [Misner, Ivan R.]
Language: eng
Format: mobi
Publisher: PGW - A
Published: 2007-08-14T14:00:00+00:00

CHAPTER SIX

The Buyer’s Perspective

The buyer’s gospel: “buyer beware.”

—ANONYMOUS

Selling has a lot to do with—OK, everything to do with—finding out what the customer wants, is able to pay for, and then making the deal (assuming you can provide the product/service). If it was really that simple, though, there wouldn’t be a demand for salespeople; buyers could get all they need from a machine. But, in fact, many buyers head off to go shopping for a product or service with only a vague sense of what might satisfy their needs. Turning a buyer’s vagueness into clear solutions is the job of the salesperson. The Master of Sales never forgets that the buyer is looking for the best solution, delivered in an effective and pleasurable manner.

Buyers are multifaceted, and when they shop, they weigh the many pros and cons of a potential purchase. Some of these they will share with the seller, while many other thoughts they will keep to themselves. Learning and adapting to the issues and whims of the buyer while moving the sale forward to a conclusion is a complex and intricate task . . . and it’s the responsibility of the sales professional to ensure it happens.

Brian Roach, who sells computer technology, wrote us about a great concept that he calls the sales clock. He described it this way:

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.