Demand No Longer Results in Sales
|Tags:||Demand, Sales, Process, Pitch, Consumer, Client|
In the world of business we seem to think that with demand there comes sales then sales mean profits and profits means we are happy. This is now very wrong.
In sales you need to remember one thing and that is that when you say ‘They said that they will probably buy it from us next week’ it means nothing, zero, nada etc.This is because you are assuming the sale, assuming that you have just in fact gotten something that is essence doesn’t exist.
This goes the same for demand; just because it’s there it doesn’t mean you will have a swarm of people buying your product.
The reality of it is that when it comes to demand people will actively say they want something and they may or may not pursue it but go into role play mode and imagine yourself buying burgers and burger buns.
The assortment of sizes and types, flavours and everything is incredible but notice how they never match; 6 burgers = 5 buns?? So you make do with buying either extra or having one less bun.
"It Will Do"
With consumers they are always looking for deals or whatever is easiest to do to complete the actions, so give these odd and mismatched quantities chances are the consumer will make do and pretend to be happy.
Like any product the demand for it could be high but competition and most of ease and comfort is at the top of any bodies’ transaction desires.
We always say that you need to make the customer feel at ease; you need to listen to the problems and make a solution for them. This is how you win that demand for any product; even demand for other products can lead to upselling of your own.
When you construct your customer service model or business model you always need to highlight to the sales team and rep’s that when dealing with any client or customer the focus on the needs of the customer ultimately ensuring that their purchase is one of the best ever for them.
Many consumers are never happy with their purchases because of this ‘It Will Do’ mentality, they purchase something because the deal was right, the trip was made easier and quicker, they were talked into it or anything else that may shift their ideas over.
However what makes a successful and long lasting client-business relationship is that their demand is answered with a very simple process that isn’t time consuming or disheartening after the first bit of paperwork they need to sign, scan and deliver.
By: John Perrin