Ignore the secretaries
Posted: Sun Jan 19, 2025 9:56 am
You can bypass the secretary altogether. Just call the sales department. Contact the manager, ask him to tell you about the product and provide contact information. A couple of days later, call the number you left, address him by name and say that you need Petr Petrovich. It is quite possible that you will be considered a regular customer and will be allowed to talk to the decision maker.
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"32 Ways to Attract Clients: Proven and Unconventional"
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Stages of negotiations with decision makers
Negotiating with decision makers is similar to selling to regular customers and involves the same five steps – there are just a few differences.
Acquaintance
In the standard scheme, at this overseas chinese in worldwide data stage the manager introduces himself, states the purpose of the request, takes the first steps towards interaction and strives to gain trust.
When talking to a decision maker, the manager does the same, but has less time. Decision makers have an idea of what techniques sellers use, and it is more difficult to establish contact with them. Therefore, it is necessary to immediately impress the decision maker, to convince him of the value of your offer. It makes sense to start with your assessment of the situation.
Stages of negotiations with decision makers
Tell your interlocutor how their company meets their current needs. Then immediately move on to your offer – guarantee a lower price or no delays.
Identifying needs
The traditional sales model at this stage involves studying the buyer's needs through a direct survey. The conversation with the decision maker takes a different form - the needs are clarified in advance, and the questions specify the details.
Let's say, when selling TVs at retail, the manager will ask customers what programs they like, what size their room is, etc. When a salesperson makes an offer to a decision maker about wholesale delivery of TV receivers, the purpose of the purchase should be known. It should not be specified. But it is necessary to find out the problems that arose with the previous delivery, how to make payment more conveniently, other aspects - this way you can make the offer unique, extract the greatest benefit.
Read also!
"32 Ways to Attract Clients: Proven and Unconventional"
Read more
Stages of negotiations with decision makers
Negotiating with decision makers is similar to selling to regular customers and involves the same five steps – there are just a few differences.
Acquaintance
In the standard scheme, at this overseas chinese in worldwide data stage the manager introduces himself, states the purpose of the request, takes the first steps towards interaction and strives to gain trust.
When talking to a decision maker, the manager does the same, but has less time. Decision makers have an idea of what techniques sellers use, and it is more difficult to establish contact with them. Therefore, it is necessary to immediately impress the decision maker, to convince him of the value of your offer. It makes sense to start with your assessment of the situation.
Stages of negotiations with decision makers
Tell your interlocutor how their company meets their current needs. Then immediately move on to your offer – guarantee a lower price or no delays.
Identifying needs
The traditional sales model at this stage involves studying the buyer's needs through a direct survey. The conversation with the decision maker takes a different form - the needs are clarified in advance, and the questions specify the details.
Let's say, when selling TVs at retail, the manager will ask customers what programs they like, what size their room is, etc. When a salesperson makes an offer to a decision maker about wholesale delivery of TV receivers, the purpose of the purchase should be known. It should not be specified. But it is necessary to find out the problems that arose with the previous delivery, how to make payment more conveniently, other aspects - this way you can make the offer unique, extract the greatest benefit.