B2B NewsPet industry newsThe Customer Isn't Always Right

The Customer Isn’t Always Right

-

- Advertisment -spot_img


The customer is always right. If you are an entrepreneur, took a marketing class, or work in sales of any kind, there’s a 100% chance you’ve been told this too-often-shared tidbit. In fact, you’ve probably heard it said to the point that you treat it as fact. Yet here’s the actual truth: The customer is not always right. At some point or another during the sales process, buyers will exhibit bad customer behavior, and sellers must be prepared to manage it. Countering is a highly effective tool that allows sellers to replace that bad behavior with a more constructive one—not to mention, it helps them expand their business and generate more sales.

Requests for proposals: A well-intentioned bad behavior

One of the most common bad customer behaviors business owners and sales teams encounter is the RFP, or request for proposal. To be fair, RFPs originate from a positive place that seeks to be helpful and beneficial—companies bring them to the table when they want to find quality products or services at the best price. But here’s the inherent problem with an RFP: Many times the organization requesting the proposals gets too fixated on the RFP with the cheapest price. The end result is that quality is sacrificed for what appears to be a lower cost. 

Here’s the dichotomy of an RFP: The lowest bidder will generally not spend the time or resources to create a quality, thoughtful proposal, while a genuine professional, whose bid is higher, won’t undercut or undervalue their work in order to win the RFP. Furthermore, someone desperate for work will be far more likely to undercut their competition in order to win. With any of these scenarios, the company issuing the RFP will only receive a subpar product or service when price becomes the driving factor. This only wastes the time—and money—of both parties involved.

Understanding client wants and building trust

Let’s say your business gets an RFP and ultimately wins the project. Congratulations! What do you do now? Communicate with the buyer and build trust. You have to understand exactly what your client is looking for, and once you do, then you can begin to develop the product or service that they’re looking for. Not only will this ensure you deliver a quality product but you will also be providing something optimized for your client. 

Countering the RFP

Another tool sellers should have in their toolbox is the ability to counter a customer’s RFP. Remember, countering simply refers to taking a negative customer behavior and offering a  more positive alternative. It doesn’t necessarily refer to ending a bad habit but merely replacing it with something with a greater benefit. To do so, sellers have to understand a few key things about their buyer. First, sellers must understand the buyer’s problem. All buyers have some sort of problem that they are trying to fix—it’s why they are talking to you in the first place—and you as a seller are positioned to solve their problem through your product or service. But before that can happen, sellers must build trust. A common mistake among salespeople is being too aggressive with their tactics. Sellers are inherently so focused on the end goal of finalizing the sale that they tend to rush into offering solutions too quickly. When sellers offer solutions to the buyer’s problem too soon—before the sellers have demonstrated that they have heard the problem and understand it—the solution will never be accepted by the buyer. Why? Because there’s no trust.

In addition to building trust, another tool that sellers can use is restating the buyer’s problem. Remind the buyer why they approached you in the first place. (If you were listening, you’ll be able to list off all of the issues they experienced not so long ago.) Sellers can then remind them of the benefits their product or service will provide. Not only does this help to build trust since you’re offering a solution to their problem instead of shilling out a product but this helps put the customer back on track in the sales journey, countering any negative behaviors that might have arisen.

Our podcast, Aligned, is dedicated to helping small and mid-market businesses thrive and develop the sales and marketing acumen to move the needle. Tune into our episode featuring sales expert and founder of the Sales Evangelist, Donald Kelly, to learn more about countering and how to effectively use its strategies to grow your business and increase your sales.

 

 





Source link

LEAVE A REPLY

Please enter your comment!
Please enter your name here

Latest news

话说杨浦丨“赛艇女孩”,你在哪里?

上海海洋大学的历史可上溯至1912年成立的江苏省立水产学校。2006年,位于杨浦区军工路的上海海洋大学前身——上海水产大学,积极响应上海市教委号召,成功组织了“阳光体育大联赛”。宣传、动员过程中,学校 Source link

「贵州日报·教育」聚势赋能 提质扩容——贵州财经大..

2023年11月21日贵州日报16版(点击图片,阅读全文)全省高等教育高质量发展大会对当前和今后一个时期全省高等教育工作作出部署,描绘了新时代贵州高等教育发展的新蓝图,干货满满、令人鼓舞、催人奋进。风 Source link

台湾教育界人士批评民进党当局“去古文化”乱象

来源:新华社新华社台北11月6日电(记者刘斐石龙洪)台湾“历史教育新三自运动协会”6日在台北举行记者会,批评民进党当局为达成不可能实现的“去中国化”政治目的,进行不负责任的“去古文化”教育,牺牲学子们 Source link

走出大山看世界!云南怒江崇仁完小师生团完成沪上游学..

8月13至16日,受中交疏浚邀约,来自云南怒江崇仁完小的19名师生代表来到上海,参加为期四天的“中交助梦?看世界”暑期访沪交流活动。崇仁完小坐落于海拔2000多米的横断山区。该校师生总共327人,学校 Source link
- Advertisement -spot_imgspot_img

Bronchitis in Dogs: Signs, Causes, & Treatment (Vet Answer)

The information is current and up-to-date in accordance with the latest veterinarian research. Learn more » In dogs,...

Symptoms, Diagnosis and Treatment – Dogster

Astra, the 6-year-old Cocker Spaniel exhibited several vague clinical signs like not eating every few days and occasional...

Must read

Lady Gaga and Cardi B Meet at the Grammys

What was expected of her was the same thing...

Jennifer Aniston’s Ex Justin Theroux Wishes Her Happy Birthday on Instagram

What was expected of her was the same thing...
- Advertisement -spot_imgspot_img

You might also likeRELATED
Recommended to you