The nature of most B2B purchases is that the buyer is not sufficiently informed about the product or service. They trust the sales department and the advice they receive there and validate it very roughly by asking a competitor. Upselling is now known as "selling the customer even more" and rarely means offering a really suitable product. Most "good salespeople" try to sell a prospective customer or customer things that they don't actually need. Instead of thinking long-term here, the typical salesperson tries to get as much out of it as possible - for themselves and their employer.
But really successful salespeople croatia telegram screening know that it is better to promise too little and ultimately deliver more. These salespeople know and say when customers do not need a product.
Did you know: We offer our acquisition software CentralStationCRM permanently free of charge for startups and small companies. Find out more about CentralStationCRM .
Sales tip 3: "I'm sorry, but I can't deliver what you need."
According to the stereotype, the "good salesperson" fulfills every customer request. This is meant to be nice and customer-friendly, but it is often also a deception of the customer and the company itself. Really good salespeople say no if they cannot deliver something according to the customer's wishes. They do not try to adapt the customer's wishes to their own product. As soon as the scope of services, price or delivery date do not match, the customer must know this right from the start.
It happens several times a week that we have to tell prospective customers that they cannot get what they want from us. First, we try to understand why the customer has these requirements - for example, why they think that a rights system should be on the knockout list when selecting a CRM solution. If they do not share our position on the subject, then we tell them directly that they will probably not be 100% happy with our solution. If that is the case, we often send the prospective customer to a competitor if they have a more suitable offer for the customer.