As a sales agent, you know better than anyone, that promoting a product or a service that can fully satisfy a certain need of a client, is a 100% closed deal and that the benefits obtained in the end are in line with expectations.
When you are in sales, things are not that simple as it seems – you are pushing a product and the buyer simply accept it as it is. The cases when the client is calling a salesman for his specific product and accepts his terms just like this, are quite rare! More often, there are negotiations, a real fight of arguments between both parties and it ends up with mutually agreed terms of sale. So, here is the question: what determines a client to buy: the product, the experience or the sales agent ?
Since we have this mysterious triangle, I would like to highlight every aspect of it. From my vast experience in this field, I can say that the product and the experience are the ingredients more valuable to the client than to the sales agent.
The sales agent is the connection bridge between the product + experience and the client. He is the first one who will get to know the product’s potential and value. His ultimate task is to deliver his feelings and trust in this product to his customer. This is the way to make your client happy to buy from you!
The product – it is represented on the market by a sales agent, whose responsibility is to promote it accordingly to customers’ needs. In today’s competitive market, this is not the only thing that needs to be done! The product has to be “tailored” for each client, to cover specific needs, to be custom made – and this is the art in sales! The product doesn’t change its features, the only thing that it’s changing is the sales agent who promotes it!
Through experience – the sales agent shows coherence and the ability to present accordingly the necessary information. It’s like knowledge, you gain it in time! This is the difference between something made mechanically and something made by investing a lot of work and devotion.
A client buys when he feels that all these three aspects – the product, experience and the sales agent – are in harmony. But, as shown above, in this triangle, the sales agent is crucial, his talent and passion close the deal!
Article author: Adrian Mazilu -trade.Berry community founding member