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This is my 25 years experience in Sales ( inclusive of 7+ years in Middle East) I invite your inputs & Votes
if you give the customer what he asks for in the first meeting you will fail.
go to the first meeting prepared,do your homework about the manager and his company,ask for info. and tell him that i am here representing my company looking for your needs.
ask him,ask him,ask him untill he feels comfortable to talk,you are not a salesman,you are a consultant.
i never close in the first meeting,i leave the customer looking for info.,i will give as i take only.
never talk of price,tell him that we are providing solution and value to cater to your needs.
he will then agree to any price you though at him. make him feel the value of your proposal.
It can be that the buyer is not in a hurry to buy. so he is using time to his advantage. It is an old common technique of buyers.
This is a very common phenomenon where the rep fails to read the customers mind. This is even quite common in the BPO industry. The rep had been polite and was able to resolve the issue of the customer but still the customer had given a0 in customer satisfaction survey. The sales rep had not done proper probing to identify the need of the customer. The need of the product had not arisen in the customers mind. The product and the price may be good but the rep was not able to create the urge to buy the product. The rep was unable to make an impression on the customer.