Hijacking your customer

Don’t be put off by the title, I’m not suggesting you actually hijack the customer, just hijack them in their buying process. You see the customer is now in control preferring to buy rather than be sold to. We know this. We also know you’re employed as a salesperson so you need to be seen selling. Simply infiltrate where they are in the buying process, ask them, enquire politely. How do you normally buy this kind of item? What steps do you take when you bring in a new supplier…

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Your buyer now has all the power

The customer is now firmly in control of buying. At least in the B2C market – business to consumer. Time to change our sales process and stop ramming it down our customer’s throats because they won’t want to play ball in the future.  They like being in charge. Let me explain. Here’s a typical web-enabled buyer process: Go online to research Research and learn about solutions Compare solutions Seek reviews Whittle down preferred solution Buy online unless unavailable Reluctantly call/email provider Buy as quickly and painlessly as possible Where do…

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The Ikea Sales Technique

My daughter announced, as we were returning from our summer holidays in France, that she needed a new desk for all the homework she was expecting as she entered Year 9. So a trip to Ikea was arranged the following Saturday.  How can I stand between my daughter and her education. As soon as we arrived, we climbed onto the Ikea conveyor belt, had breakfast in the restaurant and were guided along the zig zagging path that took us to all the corners of the store. Could we shortcut to…

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