For Saturday, Sept 6 checked by Rich JP/Biz/17

Why most people shun salesperson?

It might not be a surprise to most people that there are some potential customers who say they will not see any sales people.

In other cases there might also be a person who gives an opportunity by setting an appointment with a salesperson but has no intention of buying.

Many potential customers do not have any interest in seeing a salesperson, even those who are attempting to sell them an excellent product and service that they may appreciate.

It can be quite frustrating if one has all the intent to help others by offering good products and services but are unable to get the attention of a customer, let alone the opportunity for a proper presentation.

Where has it all gone wrong? Why do most people shun salespeople while in fact most marketers can offer something valuable for their needs, or a solution to real problems?

While you may put all your efforts and attention in promoting the features and benefits of your products and services, you do not realize that a major percentages of sales are made or lost according to how much the customer genuinely likes the salesperson.

Your prospective customers can often find the same product or service that you offer elsewhere, and for them to decide to purchase from you and not from any other salesperson is certainly not just random. There must be a reason for them to purchase from you. Your personality and the rapport you establish with your prospects count more than any other factor.

Any transaction can only be successfully pursued when it is built upon trust between the prospect and salesperson.

Your relationship with potential customers must function on two levels: business and social. On the business level, you must demonstrate how your product will meet a potential client's needs.

On the social level, you need to ensure the level of comfort when your prospects interact with you, for example, how they feel about you as a person, and the way you act, the way you talk and the way you present yourself.

In you feel your prospects is losing interest in the business aspects, take a moment to get to know them on a personal level and make every effort to show that you are devote to them.

* Establish a rapport with each prospect before you start any selling.

Act in a friendly, professional manner. Show the prospect that you are sincerely interested in them and their needs, listen attentively and be knowledgeable about your product. * Make each call a pleasant event for the prospect. Present yourself appropriately for a business meeting and adapt to your prospect's wishes. Find the right time to pay a visit and never take up your prospect's time unnecessarily for something that is not in their interest. * Practice improved communication skills. Be friendly but respectful. Acknowledge the customer's comments and avoid giving a negative response. * Be sincere to yourself and to your prospects. Prepare yourself well before meet your prospect. Once you are up to the utmost confidence to see your prospect, you must have no vested interest in whether or not you make the transaction. The one and only matter you have to focus on is the interest of your prospects, and NOT yours. -- SSM Consulting

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