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proceed sales stepes
Offer multiple options based on the disclosed requirements and only advise him/her if they request it or else you risk undermining the intelligence of the purchaser and therefore risk offending them.
Hi Abdallah,
Thanks for the question! Your question tells me that being an experienced sales manager you would agree that sales is not just an art, but it has started to take form of a process these days.
I am not aware of your product line, but assuming it is expensive or has some customer engagement, my answer is to identify the customer need is very important. This can be done by asking open ended questions to the customer and based on the feedback zoom in to a few choices, so that the customer can be helped by sales person in getting what he/she desires.
My two cents on the options are:
Good discount - you are aware that during shopping festival you see hoards of bargain hunters and as soon as the discount motivator is removed, they also disappear. Discounting is is good, if you need to ramp up the sale for a short period. Also look at the demand elasticity for your products and decide on the discounts. Alternate ways are offering freebies, bundling etc
Offer multi options - options are always good, if endorsed by customers and not pushed by the sales person. If your sales process is aligned with the buying process of the customer we might be able to tap the latent needs of the customers by asking right questions.
Advise him with solutions - It is normally a good idea to engage a customer. I am not sure what is the product/solution you sell, but if it is something costly or something which engages the customer deeply, a sales person turning his trusted adviser works more often than it fails. The successful car, real estate or luxury sales persons subtly influence their customers as advisers.
Best Regards,
Hiren Khuman
