Usually, when approaching a prospective customer, be it for roping them in as a new client or just acquiring them as a loyal consumer of your product, several things may happen that may change the tune of the transaction and result in loss of business. These distractions may happen at the side of the sales person or mostly at the customer’s end. Sometimes these distractions can even result in the loss of goodwill for your product or business. Here are a few distractions and their possible solutions mentioned below.
1. Bigger fish in the sea:
Sometimes, the salespersons might get distracted when they perceive that the prospective customer is not much interested in the merchandise. At this time, if supposedly a familiar, loyal customer walks in who usually make a good purchase, it is but natural that the salesperson starts focusing more on the sure sale rather than the dud. The customer who was on the brink and still making up his mind about your product will be pushed even further away from buying. Also, the customer might harbor a bad feeling about your business which may result in a bad review, no recommendations, and ultimately fewer sales. To avoid this issue, it is very important to have trained sales staff who are courteous and professional at all times. Also, it is good to have a performance based reward system not solely based on the sales figures but also on the efforts put in.
2. Customer confusion:
It often happens that the customer becomes confused on seeing a whole array of products and leaves without making a purchase. This may result in an advantage to your competitor as the customer finds there exactly what he was looking for instead of being thoroughly bamboozled by the variants available. This can be avoided by making sure that the sales executives are well aware of the technological aspects of the product and seem to make a judgment call regarding what the consumer needs. A thorough understanding of consumer behavior, body language and facial expressions would result in a more wholesome and fruitful sales. A proper understanding of the needs of a customer can be arrived at by asking the customer precisely what he needs and then moving a bit ahead and lower his expectations to allow any changes in his perception and reality of the product. A sound technical knowledge will surely impress the customer as more often than not the recommendations of a sales person is what creates the basis for buying.
Some other important factors to consider to ensure sales are the ambiance (should not be too loud and gaudy), the throughput time (the time required to service one customer), the waiting time, the patience and behavior of the staff, the demo and usage tips, etc. It will also help a great deal if the sales force imbibes a spirit of serving instead of being competitive. This can be propagated through the vision, mission and objectives of the company and also portrayed through the attitude of all senior management personnel.