As a sales manager, you should often ask yourself how a sale can be succeeded better than an another. Even if the product quality is a determinant benefit, a study highlights in most of case, products in competition get the same grades when it is assessed by consumers. Also, we must understand the salesman is the leader during the sale. The consumer is going to sign more for him than for the product in its globality.
- The style
According to a study, 40% of buyers have taken sides for a salesman who is completely listening to them, so that they understand the problem and propose solutions.
30% will seek more security by working with a salesman who reassures them, in which they will create a confident relationship, for a long-term job.
Finally, the last 30% customers are looking for someone who will be able to take initiatives, propose new solutions and fully adapt to the functioning of the company.
- Only one person to convince
Even if salespeople often come across decision-making committees to explain the product, its benefits etc. We note that in 90% of the cases, it is enough to convince only one person.
Indeed, if you find the right person to convince, it is itself who will do the rest of the work and that will tip the balance of the committee towards your product. As a salesperson, you have a better interest in finding this person and convincing it. Know that the sale will be much more likely to succeed and even more so if that person is other than the contact you had to get back into the business and present you to the decision committee.
- Not only market leaders
Working as a salesperson in the fashionable brand is an undeniable advantage, but this does not mean that the sale should be taken for granted.
Indeed, the study by Harvard Business Review reveals that only one third of people will be completely blinded by the leading brand, if it is reputed and with good functionality.
Approximately 63% of buyers are willing to work with a supplier that is not a market leader. Indeed, if it is less reputed with even fewer features and the price is 80% that of the leader, buyers are heading down!
On the other hand, we note that only 5% of buyers would be willing to take a completely unknown brand for 60% of the leader’s price, probably due to lack of reputation.
To conclude, even though the product is an important point and must distinguish itself from its competitors in order to gain maximum market share, the salesman is the trigger of the sale, so Mister and Misses sales managers, push The motivation of your sales people to 100%!