{"id":9944,"date":"2020-04-18T18:09:59","date_gmt":"2020-04-18T18:09:59","guid":{"rendered":"https:\/\/https:\/\/fransreichardt.com\/\/?p=9944"},"modified":"2021-01-04T21:37:04","modified_gmt":"2021-01-04T21:37:04","slug":"selling-starts-when-the-customer-says-yes","status":"publish","type":"post","link":"https:\/\/fransreichardt.com\/nl\/selling-starts-when-the-customer-says-yes\/","title":{"rendered":"Selling Starts When the Customer Says ‘Yes’"},"content":{"rendered":"

\"customer<\/p>\n

It seems as if I hear it more often. Or do I hear it more often because\u00a0I notice it? \u2018The selling starts when the customer says \u2018no\u2019”<\/a>. This has become the widely used mantra of self-proclaimed sales\u00a0experts, who have caused considerable damage to customers\u2019 trust.<\/p>\n

Sales Pitch<\/h3>\n

You have probably been subject to a sales call by someone who wants\u00a0to sell you a daily newspaper subscription. I bet you have been visited\u00a0by a salesperson from an energy company or a lottery. It happens to\u00a0me regularly. I seem to live in a street that\u2019s popular with sales boys\u00a0and girls. The NO | NO sticker on my front door – mainly intended to\u00a0keep unsolicited advertising brochures out – seems an invitation to\u00a0bother me with unsolicited sales pitches. As if they think: \u2018If you don\u2019t want to buy something from me the subtle way, then we choose the\u00a0aggressive way. Because the selling starts when the customer says\u00a0\u2018no\u2019!<\/p>\n

Sales Trainers<\/h3>\n

If I say that I am not interested, it only seems to motivate these sellers and keep them going. Apparently, they know that they sometimes catch something. Moreover, sales trainers teach these boys and girls\u00a0that selling starts when the customer says \u2018no\u2019. That sounds pretty cool. And so they continue. Because \u2018selling starts when the customer says \u2018no\u2019. Every time I hear this, I imagine giving my son this advice,\u00a0just before he goes on his first date: “Son, don\u2019t forget: it starts when she says \u2018no\u2019”.<\/p>\n

Damage<\/h3>\n

This disrespectful mantra ensures that customers continue to say \u2018no\u2019\u00a0to you. This way of selling further reinforces their aversion to intrusive\u00a0sellers or that in the end, they will say \u2018yes\u2019 when they initially did not\u00a0want that to buy from you at all. It will be the seller\u2019s sausage because\u00a0his goal has been achieved and his commission has been secured.\u00a0Yet, selling to customers who are not looking for you, who have not\u00a0asked for you and who say \u2018no\u2019 in the first instance, ensures short-term\u00a0success and long-term damage. It is called opportunism.<\/p>\n

7 Steps Towards New Customers<\/h3>\n

“How do I get new customers then?”, I can hear the salesman ask with\u00a0some sense of drama. Well, you can increase your sales by:<\/p>\n

\u2022 Knowing who your customers are and what they need<\/p>\n

\u2022 Knowing where they are<\/p>\n

\u2022 Be visible<\/p>\n

\u2022 Be traceable<\/p>\n

\u2022 Be relevant<\/p>\n

\u2022 Be attractive<\/p>\n

\u2022 Be accessible<\/p>\n

For you, too, these 7 steps lead you to customers who are looking for\u00a0you or a provider like you. They are the customers who will be happy\u00a0to say \u2018yes\u2019 to you. Not because they have to, but because you allow\u00a0them to. Not because you want it, but because the customer wants it.<\/p>\n

Selling starts when the customer says ‘yes’<\/h3>\n

Once such a customer is a customer with you, it is important to optimally serve, retain, and develop that customer. By delving into the customer, by giving the customer your attention, by listening, and by offering your service. By helping and giving the most relevant advice. By offering useful solutions and ensuring distinctive customer experiences. From a visit to your website to a quotation request, purchase, after-sales, service, and maintenance. Selling starts when the customer says \u2018yes\u2019.<\/p>\n

Frans Reichardt | The Customer Listener<\/p>\n<\/span>","protected":false},"excerpt":{"rendered":"

“The selling starts when the customer says \u2018no\u2019”. This has become the widely used mantra of self-proclaimed sales\u00a0experts, who have caused considerable damage to customers\u2019 trust. Selling starts when the customer says \u2018yes\u2019.<\/p>\n","protected":false},"author":3,"featured_media":9947,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[181],"tags":[215,276,295,296,294],"class_list":["post-9944","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog-english","tag-customer-centric","tag-customer-centricity","tag-sales","tag-sales-pitch","tag-selling"],"yoast_head":"\nSelling Starts When the Customer Says 'Yes' - Frans Reichardt - The Customer Listener<\/title>\n<meta name=\"description\" content=\""The selling starts when the customer says \u2018no\u2019". 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