As a company representative, whether you work in marketing, sales, or consulting, you should pay attention to every small detail when discussing business with others. When negotiating with DHL, even if the matter is extremely urgent, do not send your documents through FedEx. Do not let any small detail damage your business. Even if you think a detail is insignificant and does not matter, the most important and far-reaching results often begin with small things.
The basics are the most ordinary yet most important key.
Being placed on a rejection list may not mean complete rejection.
Every salesperson probably has a folder full of rejected prospects. But when should you continue trying?
Company files often contain lists of rejection reasons collected by marketing and sales managers. These companies are then naturally classified as companies that are not worth spending time on. However, one year later, if you pay attention, you may discover that these companies are now working with another organization or have become sponsors or business partners of someone else.
Therefore, remind one another that even if the first attempt is unsuccessful, you should visit again after a few months. Some people may remember how much effort you made, remember who you are, and become willing to help you. Being rejected once does not mean being rejected forever. Persistence after some time can instead leave a strong impression.
Considering the customer’s budget is the smartest approach.
Imagine happily entering a store because you want to buy a computer with a budget of NT$30,000. The salesperson may listen to your budget but then act as if they never heard it. They take you around the store and eventually recommend products that are still over your budget.
You may still smile, nod, and buy one in the end. However, if another salesperson actually shows you all the available products and finally recommends one priced at NT$28,000, you will probably be happy to purchase it. You may also remember the company and return later with your friends.
This is because the salesperson does not only care about sales volume. More importantly, they care about you. They care about your feelings and your budget.
Visit the other party’s office.
When someone asks about your products or services, take the opportunity to visit their office. Look at their environment and identify opportunities to demonstrate what you can do. After that, leave the final decision to the customer.
By understanding their environment and observing the items displayed in their office, you may find topics that can help you communicate with the decision-maker. You do not always need to discuss business immediately. Beginning with the owner’s interests may be a better way to build a closer relationship.
During meetings and negotiations, remember to give the buyer more opportunities to speak.
Statistics show that 90% of people enjoy talking about themselves. They want to talk more about their lives, work, families, and interests. Whenever possible, take the initiative to visit the other party’s office and speak with them directly. You may achieve more unexpected results. People generally appreciate a salesperson who is appropriately proactive and enthusiastic.
Buy the other party’s products.
Another method is to purchase the other party’s products before selling your own products to them. Whenever possible, use your customers’ products to build a good relationship.
For example, if your advertising company is handling a project for Kleenex, all facial tissues and toilet paper visible in your office should be products from that customer. This shows your dedication and professionalism. It also allows your team members to understand the benefits of the customer’s products and constantly remember who your customer is.
One friend sold newspaper advertising. When he first entered a pet shop, he bought a bird. He then bought a tank of fish, an aquarium, and a large amount of aquatic plants. By the time he left the pet shop, he had spent several thousand dollars.
The next day, he returned and persuaded the shop owner to purchase newspaper advertising worth tens of thousands of dollars. The value of a single transaction can represent the beginning of a much longer business relationship.
The real decision-maker behind the scenes.
When you finally find a company that may be willing to discuss business or cooperation, do not give up easily. Try several times and find the person who can truly make the decision.
The key person is the decision-maker. The person who can actually make decisions is not always the head of the company. Sometimes company owners do not care which brand provides their company’s group insurance. They may not know which brand of cost-saving device the company uses or which printing company they work with.
Find the person who is truly responsible for the decision and approach them directly. Your chances of success will naturally increase significantly.
