You do not earn rebates for business and good relations with customers, even in tough markets. I mentioned earlier this year, my team and I are working on an assignment for the sale of large fitness training in the financial sector across Australia. These guys are hard on him when it comes to "price" is, is a key element for the moment. A number of competitors are trying to market to buy shares at lower prices. The market was an "update" developedall kinds - some clear, others not so clear, and some very dubious.
Many people have commented, " 'this is the right time to invest in these people, given the market conditions?" My answer is: "It 'just the right time for the sales teams to invest. And here is why.
Despite the darkness and the current "price war", this type of activity and people who are good business and good relationships with customers. They really focus on implementing what they havelearned, according to a disciplined sales process, focusing on the customer's problems and real needs and real added value through integrated solutions, which are costly and fairer for all.
So I thought it would be interesting for some good news coming from the sale of shares of "hard" financial market and show what we can do when you sit down to create a. Here are some great new sales of new stories in this sector since the last 2 weeks:
The sales follow a structureProcess:
After having a couple of end of yesterday's presentation of the final solution to all this great structure made. E 'went pretty well and the prospect of "very satisfied with everything. I was glad that we are able to meet all their concerns and able to supply all needs.'m Pretty happy with him, slipped several times, but also tested and returned to the process. Business Manager
Determining priorities
Last week we were asked by an auditorsociety in order to discuss your business needs and finances. We were invited, among the most present. We were informed that took place after all the first meetings that we are one of only two companies that are revealed, it was more talk. It 'been said that we were the only company that really the time to understand the priorities of society and not to take a series of fashion. They said it was refreshing that the company was looking for a partner. EntryDiscussions with the next step. Business Manager
They offer a selection
We were approached by a client to a challenge of pricing policy that a customer said he wanted a lower price. Instead of falling prices, we decided to do the "price" on the one hand, and actually what the customer really needs to focus on. A thorough knowledge of what I needed, then we with 3 options - basic, intermediate and final solution. We have the people and urged thethat by the end of the final for the final solution. E 'was also shown that safety is the priority, not the price originally stated. Result: Signed "New Deal", as not a reduced price. Senior Manager
Beware of offers in front of the "too good to be true"
One of our clients in a contract with a competitor. The customer said he was well on the surface, but does not understand that. Even with all my 30 years of experience, he would not make sense nor approved. ItIt seemed too good to be true and have been for an investigation. I asked the customers what they wanted to do. Result: our client has broken the agreement of the competition and stayed with us. Senior Manager
What can we learn from them?
* Your first priority score, and create a solution that can help them achieve their goals, there will be the "price" in perspective.
* Follow a sales process that helps you stay on track to stay focused on yourCustomer.
* Get a concurrent transaction in writing before the quote is for you to compare apples with apples.
* Give your customers a choice. Share options that an informed decision whether to go.
* Has a clear message.
* You have confidence in your bids. Do not be afraid.
* Be honest, direct, transparent and ethical in their relationships.
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