Buyers Market vs Sellers Market: New selling techniques

You are a buyer rather than a seller

You are a buyer rather than a seller: Think about it. We all love to buy. Try to remember the last time you went shopping. You saw something that caught your attention on the store window. In a flash, your mind pictured yourself with this item in your possession.

You enter the store and began to look for your size and color. The sales person approaches you and asks you if she/he can help you. And you just mumble something like: " I am just looking". (When actually you did wanted to buy it). Suddenly, you just felt that you really didn't want to buy a thing and leave the store with your hands empty.

Has this happened to you when you were trying to sell your product to someone that has expressed the wish to buy it?

What happened here was that the sales person got in the middle of your buying process. You were having a private dialogue with yourself, trying to visualize the product in your home, the usefulness of it, etc. and the agent just got in the middle of this interesting and unique conversation with yourself. How dared he? So, you decided not to buy.

The same happens when you try to push a product to your customer, interrupting the buying process, focusing on your product rather than on your customer's needs.

Let's look at the best selling techniques that can help us do our job better

The new sales person

Most of the time, a sales person is considered an annoying character that takes part in the economic chain. Perhaps, sometimes, considered in the lower status of professions.

Let me tell you that all of us are sales persons, in a way we all have to sell our abilities and knowledge to an employer, institution or corporation. We are selling all the time, even if we don't realize it.

The first thing we have to do is recognize that we are a very important sales agent and it is a profession with the same quality and status as any other.

Second, in order to be the best sales person, we need to change a paradigm. We are no longer the typical sales person, we are now our customer's Purchasing Manager.

Being the Purchasing Manager "hired" buy each one of our customers, will take us to a new era in sales. This means that we will sell to any customer standing from the customer's point of view. Means that first of all, we need to consider the following:

1. Get to know our customer's needs. As a purchasing manager, we need to find a product that will comply to the standards, and will serve those needs.
2. Get to know the product exceptionally well, become an expert on that product. You need to answer all questions when needed.
3. Give your opinion as if you were going to buy this product, what benefits will bring and how will it solve a problem or serve a need.
4. Don't try to sell for the sake of selling, offer always the truth. The customer will trust you and will prefer to buy from you.
5. When there is trust, you will always have an open door to make follow ups without regret or shame and the customer will always take your calls.
6. The percentage of successful buyers, will make more money with the long term relationships with their customers.

The emotional components of the buyer

There are certain components that we all need to learn about before

selling something to anyone.

1. The buyer is buying more than a product, there are emotions and illusions involved.
2. The buyer will experience all kinds of comments and judgements that will make him doubt about the intelligent purchase he just made.
3. The new product will be in the customer's life for a long period of time, meaning that he will have to live with the consequences of his good or bad decision.

When we assume the role of the Purchasing Manager seriously, we are focused on our customers needs and we are helping him to buy, rather than trying to sell to him. In less words: we will explain to the customer how the product will benefit him in one or more ways. The customer needs emotional support from our part.

The buyer must feel that he has the power to buy when he is ready, when he wants it, and how he wants it. We are leaving in a world of buyers not of sellers. Our expertise on the product, helping him to design a plan and offering different paying plans will help him take the decision. We will need to learn to act on behalf of our customers

One last component: it is very important to explain the customer on the consequences of buying a particular product. He has to be aware of those consequences in the future for buying this product. The reason is simple, if he is conscious of all the results that will bring a particular purchase, he will never regret buying from you because he will know that he just made an intelligent decision, he will never feel guilty afterwards because he had analyzed all the risks and benefits thanks to you. He will be willing to take your calls when you follow up and when you present to him a new product and will be willing to buy form you again.

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