How to see that a buyer who does not want to buy PDF Print E-mail
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Sunday, 28 October 2012 20:55

How to see that a buyer who does not want to buy

Most of those who work in the trade, always happy purchaser, and any purchaser, as a result, they spend their time trying to cater for any customer who appears before them. Eternal optimists, they tend to say: "This man wants to buy" - and sincerely convinced of this, thinking that they could persuade the client, if this will make their best efforts.

With this approach, you just wasting your time. Of course, you want during your work day to engage with these customers, and not with those about whom it is not certain whether he intended to fly at all. If you convert your time on each potential buyer, then you do not have time to present the buyer with whom you just have to deal with.

• Who? Who makes the decision? What is the name of your client, and if it is a company, then it is called (if it is a commercial trade)? If a client who calls you on the phone, do not want to tell you his name (or company name), forget about it, especially if it persists in asking questions about the cost of the goods. This is a man who hopes to find the cheapest product and wasting your time consuming.
Here are the questions: who, what, when, where, why and how? How it is necessary to understand them? Let's take a quick look.

How can separate the wheat from the chaff? Very simple. If a buyer calls you or you call it, you should ask him seven questions and get the answers to these questions. In the same way you are, using those same seven questions in a matter of minutes you can determine what is worth every client.

• What? What the goods they want, and whether or not they are interested in buying it. This question should also cover information on product price, its features and functions.

• When? When your customer is interested to get this product or service? Immediately after a few weeks, a few months, a year? Thus, you can estimate how big the customer need for your product, and this in turn will help to determine whether the customer pay for the purchase in whole, or how soon you will be able to conclude a deal with him, and how long you should be paid to the client today.

• How? As your client is going to pay for the goods, as he intends to buy it? Wire Transfer, Letter of Credit, in installments?

• Why? Clarify why the buyer wants to purchase is your product. Will buying a unit or would follow a long relationship?

• Where? It involves several aspects: the address of the customer or the company, the place of delivery (port), the method of delivery container, truck, ship, and in what area the customer is going to use your product.

- How much? What quantity of goods the buyer is willing to pay now, or soon, not annual, monthly norm.

In addition, they point to the port of Kuwait, which exceeds the consumption needs of the country as a whole. I do not understand the purpose of such spammers.Now a lot of Arabs and Indians buyers make e-mail unquire  for 100000 -250000 tons of grain, not being able to pay for one ton.

 

 

 

Now consider an example, when a client calls you to get information about your product, but do not want to take your 7 questions.

Musawi: You sell yellow peas?

YOU: Yes, we sell. With whom am I speaking? (You will immediately try to ask a question of "who".)

Musawi: On Musawi. I'm interested in are interested in peas pack 25 kg bags, and how much does it cost? (He directed the conversation to the question of price, and you never know who you're talking to.)

You: I need to see in our catalog. Wait a minute. Musawi, as you said, from what you company? (You continue to study the question of "who".)

Musawi: I want to find out how many there are such peas, then to bring it to the attention of my boss. (It will divert your attention in the opposite direction. This is simply a buyer who is trying to find a product at the lowest price.)

Or you can say, for example: "I have visited a number of companies that buy our peas. I think it is with you, I spoke a month ago at an exhibition in Moscow, when he was invited to a meeting with your boss Mohammed? "YOU: I am looking for a minute. I know of several companies in the area that buy our peas. You are not of such a company? (You continue to insist, to find out who you're talking about.)

Musawi: No, you and I have never met. You found the price? (If you can not get an answer even on the very first question, stop talking, politely but firmly, to avoid further waste of time.)

Now offer you a different situation when you're talking to a real buyer who really wants to buy your product.YOU: I have something I can not find this product in our catalog. Perhaps we do not trade that way. Sorry, but I can not do anything to help you.

Musawi: Do you have yellow peas? I am interested in 25 kg bags. -

Yes. With whom am I speaking?

Musawi: Musawi, production director such company. At what price do you sell peas? (You got the answer to the first question on the first try! Ok, now go to question "why" or "why" to determine what needs to be the buyer.)


You: Let me just look at the prices. For what you want to buy it?

Musawi: We are going to establish a wholesale this product in Iraq, Iran, and others. (This answer helps you find out that you have a chance to enter into a profitable, long-term deal.)

YOU: I'm sure that we can cooperate with you on that basis. How many of our products you will need in the first year? (You go to the question of the deal and try to get answers to the questions of "when" and "where".)

 

Musawi: We still do not know exactly. (He may not know it or not authorized to speak about it.)

Then Musawi may start refusing and will thus buyer who wants to buy a product at the lowest price, or whether it will clarify some points, or agree to sign a contract and begin the process of purchase. In any case, from these conversations it was clear to you how you can use the 7 key questions to obtain information necessary for the job.

If the client answers your questions fully and quickly, then it follows that he (or she) has already decided to buy, or, at least, is trying to determine the decision as soon as possible. This means that he will not pull too long with the decision and is likely to buy the product from the first supplier, which is better than others to help solve his problem.

In short, you do not need to study journalism in order to learn how to identify potential buyers and turn it into a real buyer.












Last Updated on Monday, 28 January 2013 12:10