Archive for August, 2008
Leaving a Lasting Positive Impression
The oft-used statement “First impressions last” is debatable, but in the world of Sales, is usually very true. If a prospective customer is turned off after the initial encounter with a company, he is highly likely to go off in search of someone else who can provide him with a more pleasant experience.
This is why the pre-sales process is very important. This encompasses the various actions taken before a transaction with a customer is completed. From the time a salesperson comes in contact with a prospective customer, he must be able to sustain the customer’s interest. Doing so may require some follow-up. More importantly, it is crucial for the salesperson to ask the right questions, listen, and correctly determine the customer’s needs. By doing so, he can propose the best products or solutions for the customer. If the customer feels supported from the very start, he is much more likely to bring the process to its logical conclusion – a sale.