Successful Selling Tips for Professionals No.3: There is more than one way to sell
We all know the expression “there’s more than one way to skin a cat”. Obscure as it is, this is an expression that is widely understood.
Why is it then, that many people when put into a selling situation use the same process every time? We know that each situation is different, and that each client is different.
Now more than ever, there is more than one way of buying, so there must be many ways of selling.
Price is no longer a reliable guide, for some organisations a £1m purchase is a an everyday occurrence, for others £10,000 is exceptional. Similarly, the complexity and speed of a transaction and decision making process, as well as the level of buyer/seller interaction can vary enormously, with little rhyme or reason.
It is very possible to have a very fast high value sale, as well as it is possible to have a very slow low value sale.
Each transaction is different, just as each person is different. The best sales people recognise all the above points, and take time at the beginning of a sales process to get to truly understand their client and their requirements. Understanding at the beginning is key to a successful outcome.
The client is still king after all.
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