Sales intelligence:how to sell more with less product return.

Recently I was at one of the outlets of Future shop to buy a laptop. While I was there, i went through the products on display. There was a product expert called Nicole Dewar . She was an exceptional salesperson in that she was not concerned about just selling a product “anyhow” rather she was much more concerned about selling products and value. The value is the intangible aspect of a transaction process. A customer may buy or not based on that alone. And selling a product in today’s market require sales intelligence that can carefully combine both together during the course of a transaction. Nicole listened attentively to what customer had to say. She focused 100 percent on a customer per time. She gives a sense of respect and utmost importance to what the customer has got to say? She try to understand why s/he wants to buy and why s/he want want to buy? By giving utmost attention to customers, she was charming them, bonding them and giving them more reason to consider buying right away . That was the way i felt. I felt like buying all the product she was having in her section in that mall.

What most salespersons don’t learn to figure out fast, while mastering their product knowledge is people’s skill. Ability to bond with people first before scheming to get money out of them. What they fail to master as well was their concern for what will make the customer come back again and again to buy from their company. This is actually beyond cramming the vision and mission statement. It is the ability to enter into customers world, to peek through their mind, to understand the psychology surounding the customers intention of buying. This require spending qualitative time with the customer/clients to see what exactly the customers’ needs are? Converse to these, most of the sales people we see around daily are more concerned about getting rid of their products, dumping it on you. They are “pushy” and more eager to sell you “stuffs”. Little wonder that many products are later returned days after their purchase. To minimize such occurence the sales process must not be shortcircuited. Every transaction should be executed with value.once these are no longer missing in the course of a transaction, sales will rise greatly.