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 Wysłany: Czw 10:47, 19 Maj 2011 Temat postu: cheap air max Why Buyers Don't Like Salespeop |
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Buyers don't want people who bring them nothing more than information. They want solutions. Unfortunately, because buyers often have far too much to do, they don't even know what their problems are or what challenges their company is facing. This is the role the salesperson needs to play -- the role of helping identify the problems, whether blatant or obscure, and turning them into opportunities you can solve for the customer.
If you can't as a salesperson honestly lay claim to problems you've helped your customers overcome, then you really have to begin questioning the role you play. Yes, I'm being quite harsh, but with the advent of technology and communication [link widoczny dla zalogowanych], the role of the salesperson has changed. If you as a salesperson have not recognized and embraced this change, then you are nothing more than the walking dead.
So how do you go about identifying problems? You as the salesperson must become an investigator
There's one simple reason that can sum it all up: Most salespeople bring to their buyers only information. Interestingly, information is something any buyer can gather from other sources. At the end of the day, you as a salesperson must ask yourself, "Am I merely a conduit of information?" If you are, then you're wasting your time, your company's time, and your customer's time. You might as well just email your buyer the information and then go play golf.
If buyers could get by without salespeople, do you think they would? It is an interesting question if you stop and consider the role of the salesperson. Of course, considering the role in an abstract way is one thing, but what about when you consider it from a personal perspective? What happens as a salesperson when you put your emotions aside for a moment, relax, take a deep breath and honestly ask yourself, "What role do I play with my buyers?"
When I ask salespeople what value they bring to their buyers, I usually get a typical answer that is full of a lot of smoke puffery. When I ask this question of buyers, and in particular professional buyers, I get an entirely different answer. For professional buyers who see a wide variety of salespeople, the value they place on them is usually very minimal. Are you wondering why?
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