When talking to a seller, it is not necessary to mention m ,ia people. It is only important that they look like experts and have authority with the client. Thus, for a distributor, the name of the head of the company that produces the product he is interest , in will be authoritative, and for the owner of the sales department, an accurate cleaned numbers list from frist database official from the permit department. It will work very well to mention that people who are authoritative for the buyer are your clients. Thus, even without suspecting it, experts help promote your company.
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Provide quotes from the classics
Of course, quoting should be appropriate. Starting contact with a client with a quote is not a very logical solution. But harmoniously introducing it into your story after the third minute of communication can have negotiating position in establishing contact a good effect. A witty statement arouses the interest of your interlocutor. Quoting speaks of the erudition of the seller and raises him in the eyes of the client.
For example, a manager of a company selling CRM establishes contact with the head of a trading enterprise. At the initial lack data stage, the seller manag , to win the client’s trust and demonstrate his professionalism. Now it’s time to prove himself. You can ask the potential buyer if he knows why such a platform is ne , ,? You can answer your question with a quote from Patrick Jane “The Mentalist”: “You will always have a little detail that will help you sell anything. This detail is a CRM system . “
3 Common Mistakes in Establishing Contact with a Client
- Violation of the “safe” distance. Many people react painfully to the destruction of their personal space. During a conversation with a client, it is worth maintaining a distance of about one meter. At this distance, you will be heard well, and you will not breathe in the face of the interlocutor.
- Ingratiating communication and a cold tone . Earlier we talk , about the role of a friendly attitude. At the first stage of establishing contact with the client, try to be neutral, and during the conversation, listen carefully and adapt to him. An ingratiating look or indifferent coldness of the seller repels a potential buyer.
- Pressure on the customer and persistence . An illustration of this point can be consultants in electronics stores. As soon as the visitor stops by the display case, the salesperson imm ,iately appears next to him and persistently offers his help. Feeling pressure, the potential buyer tries to leave the store as quickly as possible. Remember this example when establishing contact with the client. Give him the opportunity and time to think over his decision.
The basic rules for establishing first contact with a client present , in our material are a basic condition for an effective conversation and conclusion of a deal. At the same time, do not forget