PROSELYTIZE OR GET PROSELYTIZED

?Often it’s been seen that companies make model detailing story and ask the field people to adhere to it during the call . Now having been told firmly to somehow finish the call sales people execute the model detailing in a standard dialogue way .There is certainly a two way communication as advocated by the corporates but the deliberate attempt is to bring the customer on to the table and influence him to prescribe the product. This has been happening around since the beginning where most of the so called game changers had been masters. MNCs have proper training module (certified modules) to bring the conversation right to the point of transaction where customers have no option but to give in and buy. This worked too till now because the customers were more receptive as they did not know the power of consumer then.Today the scenario has changed.The customers are calling the shots and those companies which are still going by old methods of conversion are feeling the heat.Specially for MNCs this is one of the cardinal reasons why they have not been able to established their new products for long now .

I feel that the main purpose of the detailing is not to bring the customer to your product but to understand him and accommodate his influence in the selling process.This process generally is not single call event because the improvisation would take sometime to adjust to and then it could be offered in a way that his opinions are taken care of .

The time to proselytise him has changed now and it’s the other way around now.Gear up to prioritise your call accordingly .This is my view .Hope you share the same.

Kindly share your experience .