All Companies become so enamored with their Product or Service; they forget the People buying & using the Product / Service. There is a lot of talk of the Customer, but, only from the point of serving the business need for making profits. No one has the time or inclination to get into the “People” purchasing the Product or Service.
Visualize the following:
Selling to a “thinking” person without giving facts & figures. Selling to a “bossy” person by talking too much. Selling to a “friendly” person without any warmth. Selling to a “jolly” person by being solemn.
Will you make the sales in the above cases? NO!!!
There is an urgent need to re-define the business:
We are not in the business of selling FMCGs, Durables, Automobiles, IT, Banking. We are in the business of “People” using FMCGs, Durables, Automobiles, IT, Banking.
Once the purpose of business is clear from the point of “People,” then, one can make ardent efforts to understand the different types of personalities who are using our product & service. We cannot take an approach of selling in the 21st Century by making a standardized sales call to all types of people. Such an approach would be totally unsuccessful or lead only to short term sales. We need to make a “customized sales call” based on different types of personalities using / likely to use our product or service. In this approach, we are not selling our product or service. Focus moves from the product or service to the “people” who are likely to buy our product. We use special methods in serving different people using our product or service. A Great Doctor uses unique ways to treat different types of patients, even though, the medicine is same! "If you don't sell, it's not the product that's wrong, it's you." – Estee Lauder Using simple and effective steps, you can also become an “Ace’ by practicing People Selling. You will find all the answers in the Learning Session – People Selling ©. This experience is recommended to be facilitated over one day. For further information; please mail roy@unleashingaces.com or call +91 9372746227.