350 Buyers Have Many Woes And We Need Those In Sales

<p>There is nothing worse than meeting a buyer with no problems.  Theoretically, we shouldn’t be meeting them at all because we should have qualified them first.  After three years of Covid forcing us all on video, getting to meet a buyer face-to-face is a genuine thrill for salespeople. We are likely to meet every single buyer we can get in front of.  There is also the point that a buyer may think they are “all good” and have no issues, but perhaps we can help them see that is not the case.  The simplest illustration of that is the buyer thinks taking no action is free.  It isn't free, for there is always a price to pay for inaction. Our job as salespeople is to point that fact out to the client.</p> <p> Unprofessional salespeople in Japan get straight into the detail of their solution for the buyer and just bypass the questioning bit.  How do they know if their solution fits the needs of the buyer and even worse, how do they convince the buyer who believes they already have enough solutions, that this isn’t the case?  If the buyer thinks they are self-sufficient or are already well taken care of by another supplier, then getting the business is going to be extremely difficult.  The only way to break through that wall of non-interest is to use questions to plant the seeds of doubt in their mind.  Just repeating the “sales points” of the solution won’t go anywhere, because mentally they have dismissed us as irrelevant. All they are doing is thinking how they can shorten this meeting and get on to something more beneficial with their time.</p> <p> Salespeople are talking to a lot of buyers and hear a lot of information about trends in the industry and about issues relevant now and also about issues which will surface soon.  Buyers are often stuck inside the groupthink of their own companies.  There is a single truth being observed internally and this can make them impervious to ou<span lang="EN-AU" xml:lang= "EN-AU">r</span> solution. Our job is to shake up that belief in a single truth and point out how dangerous