Tahun baru semangat baru. Nah sekarang saya ingin membahas topik mengenai “jualan”. Di dalam hidup kita ini, pasti pernah menjadi bagian dari proses “jualan. Entah sebagai penjual atau sebagai pembeli, tapi yang jelas, bukan sebagai barang yang diperjualbelikan tersebut he..he..:)
Kalau kita sebagai penjual, seringkali kegagalan kita dalam menjual atau menawarkan produk ataupun layanan kepada calon pelanggan tidak dikarenakan produk/layanan tersebut jelek atau tidak disukai oleh pelanggan tersebut, tetapi lebih banyak disebabkan karena gagalnya menjalin atau membangun relationship yang baik dengan pelanggan itu sendiri. Bahkan salah satu data penelitian menyebutkan bahwa 70% dari keberhasilan seorang sales tergantung dari keberhasilannya di dalam mengelola diri (self management) serta menjalin relationship dengan orang lain, baru yang 30% -nya karena kemampuan teknis yang dimilikinya. Ini artinya bagi para sales ataupun sales manager selalu dituntut untuk selalu “focus “ pada pelanggan/calon pelanggan.
As a salesperson, there are a number of things you can do to build your relationship with your customer.
- Listen more than you talk. You’ve been blessed with two ears and two eyes and only one mouth. God was telling you to watch and listen a lot more than you talk. The sweetest sound to the customer’s ears is his or her own voice, not yours.
- Perform acts of consideration. Look for ways to demonstrate your concern for the customer. If the customer’s child does something significant and his or her name appears in the newspaper, send the customer an extra copy of it with a nice note. Send thank-you cards to let the customer know that you appreciate his or her business. It’s the little things that count.
- Use entertainment to your advantage. One director of purchasing told me that he liked to use entertainment with salespeople to get an inside look at what the salesperson was really like. Going to a restaurant and watching how the salesperson treated servers told the buyer what he was really dealing with.
- Offer preferential treatment for your top customers. Many companies establish customer loyalty programs for their frequent buyers. You may also rely on these “special” customers as an advisory council for your business. This treatment signals to customers that you value their input as well as the relationship.As a rookie salesman, a buyer told me that my job was to make him a hero. Everything I did in his account had the specific purpose of making him look good. The bargain he struck with me was that if I made him look good he would help me look good.
- Fully immerse yourself in the buyer’s business. Become part of their culture. During the great flood of ’93, I saw salespeople fill sandbags with their customers before the flood hit and help customers clean up after the flood was over. That’s a sight your customers will never forget: Vendor salespeople standing over sand bags, sweaty and dirty, helping customers try to salvage their business.
- Offer your customers business-building ideas. When you help them grow their businesses, you are part of their profit stream. This value added approach tells the customer that you are genuinely interested in their success and want to help them achieve as much success as they desire.
- Deliver proactive customer service. Being proactive with customers means never having to say you’re sorry. Anticipate and act in advance of problems to nip them in the bud. The customer may never know that you fixed a problem before it affected them, but you know—you hear the inner applause.
Kalau temen-temen pengin tahu lebih banyak mengenai Tom Reilly, coba aja masuk ke www.tomreillytraining.com
Moga-moga artikel ini bisa bermanfaat bagi temen-temen semua.
Salam
HW
1 comment:
mas,, artikelnya sangat membantu tugas kuliah saya,, saya dan teman-teman membuat program aplikasi berisi kuisioner seberapa baiknya salesperson dan customer.. sebagai expert system :)
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