by tusharagg87 » Thu Jul 31, 2008 06:00 am
If you have successfully made your last prospect into your customer, well done. Whenever you will be meeting your next prospect, do not be over confident. And the most important thing is never apply the same strategy to two customers. No two people in this world are same, so you can not tackle two different prospects in the same way. When I say strategy, I mean that how you approach your prospect and how you build up your conversation in the lights of your strong points.
So remember using different strategy every time for better conversion rate.
So remember using different strategy every time for better conversion rate.
Posted: Tue Feb 10, 2009 06:18 am Post Subject:
hmmmmm tushar has got some points. I agree that No two people in this world are same but I think it's not necessary to change your strategy every time..If you are getting good results with he same strategy; then whats the point in changing that?
Posted: Thu Feb 19, 2009 04:57 am Post Subject:
i know that there is no use of changing strategy every time but i just want to share with you one thing...just do not become predictable..keep experimenting
Posted: Thu Feb 19, 2009 05:07 am Post Subject:
i really agree with horizon.if you are getting good result with the same strategy then why to change it??
Posted: Sat Mar 07, 2009 10:37 am Post Subject:
the reason for changing the strategy is to avoid being overconfident.. after converting two prospects into customers, you might take them for granted and a feeling may creep into you that you can do thsis everytime without any extra effort....
Posted: Sun Mar 08, 2009 05:00 am Post Subject:
good point tushar. But don't you think changing the strategy may lead to a bit of confusion?
Posted: Sun Mar 08, 2009 01:09 pm Post Subject:
That is a good point, Tushar, but I think there is an even more to use a different strategy each time. Somebody will buy from us only if they believe we are solving a problem for them. Each person's situation is different, however, so each person's potential problems to solve are different. The only hope of solving a problem (and getting the sale) is if we take time to understand their problems first.
Using the same approach with everyone means trying to solve the same problem for everyone--whether or not they have that problem. For example, some people always try to sell low price. That is important to many people, but sometimes we get a call from a person who bought the low price last time, and then he had a terrible claims experience. Trying to sell low price to this person will make you miss the sale. Saying something like, "I understand what you mean. Claims service is impor-- wait a minute, WHAT did they do again? (And make them say it again, in more detail, and let them get really mad at their prior company while they tell the story.) That's right, money is important, but claims service is what we are in this business for, isn't it? I am sorry you had an experience like that, but let's make sure that you would have been satisfied with how we handle situations like that. Here is what we would have done ... Would you have been completely satisfied with that?" SOLD.
Posted: Sun Mar 08, 2009 06:00 pm Post Subject:
i liked your approach christy p !! it's good that one should put oneself in another person's shoes while analysing the situation.
Most of the time we just need to be liitle pushy and people will on their own will tell you the exact problem where they are stuck up......... :wink:
Posted: Tue Mar 10, 2009 04:47 am Post Subject:
Each person's situation is different, however, so each person's potential problems to solve are different. The only hope of solving a problem (and getting the sale) is if we take time to understand their problems first.
That's the way :!:
Posted: Tue Mar 10, 2009 06:31 am Post Subject:
Thanks a lot for replying to this post in such a manner. Christy's post is awesome and I am very sure that her post will be benefitting everyone out here.
it's good that one should put oneself in another person's shoes while analysing the situation.
That is what I wanted to say. You need to understand the emotions and feelings of the person in front of you. The person, who could be a prospect if you handle him correctly. Get into his shoes and success will be waiting for you at the very next corner.
Posted: Sat Apr 04, 2009 01:07 pm Post Subject:
Yes that's the line...get into his shoes
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