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  It is totally agreed by experts in selling that four major obstacles to buying must be removed before a sale takes place. ( Assuming that the customer has the resources to pay for what you're selling. Obviously, if he doesn't have the money or ability to finance the purchase, there can be no sale.) Below are the four obstacles to selling. They are called four no's of selling. 1. No trust. The customer does not trust you or believe what you are telling him. This obstacle must be removed first and foremost simply because customers will buy and continue to buy only this whom they like and trust. He or she probably won't call you a liar but will ask something like " How can I be sure that this will do everything you Saudi will?" To overcome the no trust hurdle, first, practice the better than selling principle: Your basic purpose is to help people buy what is right for them and help them to get what they want. Second, reward with emphatic agreement. And third, l...

  Here are four other strategies for treating customers like lifetime partners. 1. Know your customers and their buying motives.   Do you have a clear picture of what kinds of customers you want to win and keep? What good feelings and solutions to problems are they looking for? Whether you base your analysis on age, sex, educational level, income level, religion, or whatever, the more clearly you can define who your customers are , the greater are the chances of winning and keeping them. Conversely, if you try to be all things to all people, you will end up being nobody to everybody.    Spare no effort to determine who your most profitable customers are, do what it takes to win them, and then pamper them with service second to none. It is the least cost, most profitable way to grow a business. 2. Be easy to do business with.    Are your employees and systems friendly and easily accessible? Do you have a toll-free number, web site, or E-mail address that cus...

Actions plan to quality customer service. There is no deed or dark secrets to providing quality customer service. It all begins with the behavior of management, starting at the very top.  The few organisations that provide great service do so because the top brass put their time, effort, and money where their mouths are. Instead of organising the business around territories, products, or departments, they organize the business around the customer.  They make excellent service a continuing, company-wide top priority. They provide extensive training to their Frontline people on the basics of excellent service and managing the moments of truth. They personally involve themselves in the business of listening to and helping both employees and customers They set services goals, measure the quality of service, and reward employee for delivering It is a heavy, long-range investment of time and money that more than pays for itself. In short, they continually practice the service manage...

How to retain new and old customer The surest way to make customers fall in love with your business, come back for more, tell others how wonderful you are is to practice the " and then some" principal. Your product do all that you said they would do- and then some. Your service is as prompt, reliable, and courteous as you promised it would be- and then some. If the customer needs help after the sale, you provide that help- and then some. It is the willingness to go that extra mile that separates the true champions from the also-rans. When you go that extra mile, take the following steps 1. Reinforce the buying decision immediately.  The sooner the customer feels rewarded for buying from you, the greater ate the odds he will buy again. As soon as the customer says YES to your offer, reassure him that he is doing the right thing. Compliment his decision and tell him something like "Great. You will be glad you bought it." Then throw in something extra as a reward for b...

 Factors that determine how much specialisation is needed There are four factors involved in determining how specialised a strategy needs to be are;  How important the product is? How necessary it is? How technical it is? How frequently it is purchased? Now, let me explain the four factors. How important the product is? When a product is important, people are more concerned about making the right choice. If you are buying insurance, a cabin at the lake, or a new snowmobile, you are making an important purchase, and you will want to take your time deciding what to buy. A purchase doesn't have to be expensive to be important. Many many golfers buy golf clubs form w golf pro at their local golf shop. Often, these clubs are more expensive than they would be at a golf store. But to some golfers, a golf club is an important purchase, and they want the extra confidence they get from buying a club recommended by a pro. When you sell to companies, often the important elements of the sa...