Sales Force of the Future -- "It's Not About Selling":
Jeff Gitomer has created a treaty: "This is not what to sell, this is what the customer buys." In fact, if the customer does not buy the product that you buy to fulfill the need. Reporters need to, hertz car sales, determine the needs of business customers and create solutions that, hertz car sales, will help increase the productivity of its customers. What the customer really buying? Thomas Winninger, marketing strategist United States, such as "BMW does not sell cars to their customers' purchasing experience.
" "Kodak does not sell the movie, its customers buy a magical moment." "Hertz does not rent cars to the airport faster." Today, sellers are able to solve problems to create solutions for customers in their time of need. Therefore, they must have a wealth of information on activities of the customers. Often in fact is made clear what those needs are, because you can not know, nor the time, hertz car sales, to explain. Customers want to "vendors of the future" is information and intelligence to understand and analyze the problems before them at the door.
Customers listen to and buy from sellers who have "pain" and takes it away. Reporters are the solution, not technology, "cool" and three adjustable, hertz car sales, speeds. "Sales of the future" acknowledges that this is not what to sell. It is not about the product. Their knowledge of the customer's problem, what he is buying, and translated into the solution for sale. Old and new FormulasAs current conditions of sale is based on versatility, journalists must become strategists with a plan.
This plan requires more data to better business relationships and better solutions. Some retailers in the old school think they know what it costs. They have experience. They have been around for a long time. They may also be poor. The world is changing. "Sales Force of the Future" will do otherwise. Recognize that we can not afford to be complacent. Complacency will destroy the competitive advantage. As sales professionals, we can not be fully yourself, no matter how long we were on the spot, no matter how much we have experienced.
Thomas Winninger stress in my case, tells the story of, hertz car sales, tortoise and the hare. The history of the hare and the tortoise, turtle, hertz car sales, won the race. Hare, who lost. He lost because he was stupid. I was too busy looking over his shoulder, wondering what I'm doing instead of the turtle to its strength. That it is better, faster, faster and smarter - but I forgot it has become complacent. On the other hand, "the sales staff in the future" means that every day is a new learning experience.
In the old days, when I was a salesman in the distribution of growth, success in selling a simple formula: the value of sales. My instructor perforated design in my head. Past success formula: Develop strong relationships with customers, friends with him, and he found a way to buy from you. Relations alone will not sell today. Of course, they are very important, especially when I have the opportunity to prepare, even today to succeed. Today, the formula is as easy as in the past, but remember that this, hertz car sales, is not what to sell, this is what the customer buys.
Find what you buy - what needs.Formula solutions for customers' sales staff in the future: "Find out what customers really buy. Come to a provider of, hertz car sales, solutions through the complete elimination of pain. Search for pain and make it go away, but it does not have anything to do with their product. The premise is that a total solutions provider. Today, the formula works because it creates a competitive advantage. This is the secret of success "the sales staff in the future.
" Previously, dealers have been trained to focus on the product. They knew all about it - what does not work, the benefits may last as long and as you press the red button. Sellers talked about the product until they are blue in front. Armed with brochures and warranties, which were ready to attack. But today's environment, customers want more, not only the latest technology and best "widget" a person can buy. They want complete solutions to all their problems. Suddenly, brochures and other materials Original from: Sales Force of the Future -- "It's Not About Selling"
" "Kodak does not sell the movie, its customers buy a magical moment." "Hertz does not rent cars to the airport faster." Today, sellers are able to solve problems to create solutions for customers in their time of need. Therefore, they must have a wealth of information on activities of the customers. Often in fact is made clear what those needs are, because you can not know, nor the time, hertz car sales, to explain. Customers want to "vendors of the future" is information and intelligence to understand and analyze the problems before them at the door.
Customers listen to and buy from sellers who have "pain" and takes it away. Reporters are the solution, not technology, "cool" and three adjustable, hertz car sales, speeds. "Sales of the future" acknowledges that this is not what to sell. It is not about the product. Their knowledge of the customer's problem, what he is buying, and translated into the solution for sale. Old and new FormulasAs current conditions of sale is based on versatility, journalists must become strategists with a plan.
This plan requires more data to better business relationships and better solutions. Some retailers in the old school think they know what it costs. They have experience. They have been around for a long time. They may also be poor. The world is changing. "Sales Force of the Future" will do otherwise. Recognize that we can not afford to be complacent. Complacency will destroy the competitive advantage. As sales professionals, we can not be fully yourself, no matter how long we were on the spot, no matter how much we have experienced.
Thomas Winninger stress in my case, tells the story of, hertz car sales, tortoise and the hare. The history of the hare and the tortoise, turtle, hertz car sales, won the race. Hare, who lost. He lost because he was stupid. I was too busy looking over his shoulder, wondering what I'm doing instead of the turtle to its strength. That it is better, faster, faster and smarter - but I forgot it has become complacent. On the other hand, "the sales staff in the future" means that every day is a new learning experience.
In the old days, when I was a salesman in the distribution of growth, success in selling a simple formula: the value of sales. My instructor perforated design in my head. Past success formula: Develop strong relationships with customers, friends with him, and he found a way to buy from you. Relations alone will not sell today. Of course, they are very important, especially when I have the opportunity to prepare, even today to succeed. Today, the formula is as easy as in the past, but remember that this, hertz car sales, is not what to sell, this is what the customer buys.
Find what you buy - what needs.Formula solutions for customers' sales staff in the future: "Find out what customers really buy. Come to a provider of, hertz car sales, solutions through the complete elimination of pain. Search for pain and make it go away, but it does not have anything to do with their product. The premise is that a total solutions provider. Today, the formula works because it creates a competitive advantage. This is the secret of success "the sales staff in the future.
" Previously, dealers have been trained to focus on the product. They knew all about it - what does not work, the benefits may last as long and as you press the red button. Sellers talked about the product until they are blue in front. Armed with brochures and warranties, which were ready to attack. But today's environment, customers want more, not only the latest technology and best "widget" a person can buy. They want complete solutions to all their problems. Suddenly, brochures and other materials Original from: Sales Force of the Future -- "It's Not About Selling"
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