I know what I want
Mohamed Shetta
Visionary Executive Leader in Water Technology & Industrial Electro-Engineering | Strategic Planning, Business Transformation, Commercial Bids & Mega Project Leadership Across MEA Region.
A customer may make this comment at the beginning or end of the discussion. When an argument is stated, it should be challenged in the following manner:
A customer may make this comment at the very start or conclusion of the discussion. When presenting a statement, it should be handled accordingly. If the comment is made at the start of the discussion, you may respond, I'm sure that's right. I will only recommend a transaction that benefits you. I will treat your requests with very careful attention. Using this example can help customers see your visit as an honest activity.
If a comment is made later in a discussion, it may reveal hidden variables. Customers may see your communication style as being slow or lengthy. The customer may be striving to maintain a vital distance. The buyer perceives that your concluding lines do not effectively convey the message. Answer, 'Yes, of course!' I want to ensure that you get the best offer possible. This is why I am asking you so many questions and providing so much information.
In conclusion, don't bring your ego to the table, the customer expects honesty. You should act as an advisor, not an instructor.
Regional Channel Manager @ Huawei | MarTech, Cloud, Product Management, AI, Account Management
5 个月Gen Z has grown up in the digital age, so they're used to talking quickly and taking actions right away. Learning how to be an active listener is crucial for any salesperson
Business Development Manager Africa - Transport
5 个月We often see that the sales person "give in" to quickly. These days price is the bargaining tool for many. There is a fine balance between pushing and accepting. Through out the discussion the sale person should ask questions not just simply muscle the client with information. I have many a time experienced sales persons that ask zero questions and just keep on pushing loads of info onto the client. This normally leads to the comment "I know what I want". Ask, listen and understand your clients problem. Then solve it in an honest way. This might not always be by a sale but by advise. Changing a clients mindset can be extremely challenging and this can be the greatest stumbling block for a sales person if they do not have the tools to handle the situation. Sales is a skill not just a job. Great topic and great share.
Xylem Water Solver | Water infrastructure Bid and Application Engineer | Water and Wastewater Treatment and Transport | Aspiring Business Developer | Africa
5 个月There are technological advancements in the world that not only gen Z are affected by and are subconsciously influenced by. One key aspect affected by advancement is communication. We now live in a world where everything is fast, everything is within reach, most informative videos are less than 1 minute. In order for us to keep up with this communication model that has forced itself upon us, we shouldn't approach the customers by expecting them to be attentive for long. The attention span that a person have nowadays, no matter the age, has shortened, and therefore, our method of conveying information should shorten as well. The less attentive the listener becomes, the less convinced they would be with one's point no matter how correct or sound it actually is. "I know what I want" is always a defensive statement to me. It rarely was thrown, in my own experience, at the beginning of a conversation. There is also the tendency of people to be more drawn to middle grounds, so one shouldn't approach by being overly nice or overly aggressive but tread in between. As the saying goes "too much of a good thing is a bad thing". To sum up, communication should be brief, engaging, illustrative, and unbiased.