{"id":994,"date":"2014-01-13T20:06:41","date_gmt":"2014-01-13T12:06:41","guid":{"rendered":"http:\/\/salesninja.asia\/ninja-blog\/?p=994"},"modified":"2014-01-13T20:06:41","modified_gmt":"2014-01-13T12:06:41","slug":"wife-spends-hours-shopping-for-the-perfect-christmas-gift-only-to-find-out-she-wasted-all-her-time","status":"publish","type":"post","link":"https:\/\/salesninja.asia\/wife-spends-hours-shopping-for-the-perfect-christmas-gift-only-to-find-out-she-wasted-all-her-time\/","title":{"rendered":"Wife Spends Hours Shopping For The Perfect Christmas Gift Only To Find Out She Wasted All Her Time"},"content":{"rendered":"

Here\u2019s what her husband posted on his Facebook Page.<\/p>\n

\"Wife<\/p>\n

Don\u2019t you think that\u2019s funny? I\u2019m quite sure the wife spent hours researching for the best camera lens probably by asking around and reading online reviews, then putting the effort to buy it, wrap it with the best wrapping paper, and then anxiously wait to see her husband\u2019s excitement when he opens the gift. But imagine the horror as soon as she finds out that she had bought a camera lens for a totally different camera model.<\/p>\n

Because of wrong information and having the wrong assumption, she spent her time, money, and effort on something that her husband just can\u2019t make use of.<\/p>\n

Businesses can really relate to this. Sometimes a salesperson might assume that he knows the customer\u2019s needs and proudly gives his solution to the customer but ends up being rejected on the spot. That would be totally embarrassing, humiliating and it affects the company\u2019s image as well.<\/p>\n

How Can Businesses Prevent From Giving The\u00a0Wrong \u2018Camera Lens\u2019?<\/h2>\n

Get Your Sales Person To Probe \u2013\u00a0Correctly<\/em><\/strong><\/h3>\n

Don\u2019t assume to know what the prospect needs. Simply going through the customer\u2019s website or playing the guessing game, you will not get much information. The only way to get accurate information is to probe. Get your salesperson to pick up the phone, call the customer and ask. When you ask, don\u2019t ask random questions. Calling a prospect and asking whether he has lunch is not considered probing. Ask with the intent of getting specific information from the customer. To achieve that, a proven technique is to prepare a script before you make that call.<\/p>\n

Here are some questions we use in Sales Ninja to get specific information:<\/p>\n

    \n
  • How big is your sales team?<\/li>\n
  • When was the last training?<\/li>\n
  • and\u00a0hundreds more<\/strong><\/li>\n<\/ul>\n

    There was an incident where our Sales Ninja Marketing Shinobi, Kevan was having a fever for a week. The doctor prescribed him antibiotics but after finishing the medication, he didn\u2019t get any better. So he went back to the doctor the second time and the doctor said<\/p>\n

    \u201cOk let me give you stronger antibiotics, this should work\u201d<\/em><\/p>\n

    It didn\u2019t work. After 3 weeks of suffering, he got admitted into a hospital. A specialist took a few blood tests and found out that it was a lung infection where those previous antibiotics wouldn\u2019t have worked.<\/p>\n

    The doctor should have been able to detect the lung infection at its initial stage. If he did the necessary tests instead of assuming that it was a normal fever he would have instantly found out about the lung infection and could have prescribed the right medication.<\/p>\n

    Seduce Them With Words<\/strong><\/h3>\n

    It\u2019s not about going sexy and exposing parts of your body. I\u2019m talking about getting prospects to like you. People and simple, if they like you, they are more willing to give you their time and potentially buy from you. As a result, you know what they really want and the problems they are facing in their businesses.<\/p>\n

    Some seductive words are like\u00a0\u201cThat\u2019s nice!\u201d, \u201cThat\u2019s smart!\u201d<\/em>, and many others.<\/p>\n

    In sales, in order to sell, you need to build rapport with prospects. Get them to feel comfortable with you and they\u2019ll be willing to have longer conversations with you. Just like you, you\u2019ll prefer to buy something from a salesperson that you feel comfortable with instead of an egoistic salesperson who looks down on you.<\/p>\n

    Customers Don\u2019t Know What They Need<\/strong><\/h3>\n

    There was a case when a company contacted us and 3 other training companies to conduct for them a three-day training. The 3 training companies responded by pitching their three-day program. But, when we talked and analyzed their situation more, we realized that what they actually need is a one-year sales solution program instead of a three days training.<\/p>\n

    We won a six-figure deal.<\/p>\n

    What customer wants is not always what they need. As consultants, our job is to provide what they need. What they need is sometimes more than what they want.<\/p>\n

    When a customer requests a certain product, don\u2019t instantly jump in and try to close the sale (although it\u2019s really tempting too). It\u2019s advisable to probe and analyze your customer\u2019s situation first and provide them with the best solution. Customers sometimes don\u2019t know what they need.<\/p>\n

    Give Prospects An Ear Not Your Mouth<\/strong><\/h3>\n

    Salespeople unconsciously make this mistake of talking and talking non-stop. They can promote the benefits and features of their products the whole day. The problem is, salespeople think that selling benefits after benefits will somehow convince the prospect to buy. The sad truth is, prospects get bored and eventually tune out. That\u2019s how sales are lost sometimes.<\/p>\n

    In order to listen to their needs:<\/p>\n

      \n
    • Pay attention<\/li>\n
    • Don\u2019t jump to conclusions<\/li>\n
    • Clarify if needed<\/li>\n<\/ul>\n

      Don\u2019t Be Stingy On Sales Training<\/strong><\/h3>\n

      Some businesses have this mindset, they worry that after sending their salespeople for training, the salesperson will leave and join another company thus wasting their investment. Looking at it from another point of view, if you do not send them for training, you are actually keeping incompetent salespeople in your team and incompetent salespeople won\u2019t let you achieve your sales target.<\/p>\n

      Sales Training can be really effective to expose and train your salespeople to know what techniques to use when certain situations arise like objections, negotiations, closing and etc. Like a ninja, a highly trained ninja will be able to assassinate his target more efficiently than a security guard with minimal training. Likewise, if you want to kill your competitors, train your sales team well.<\/p>\n

      Be Fast Or Be Left Behind<\/strong><\/h3>\n

      A Sabah truck dealer contacted a few training companies including Sales Ninja for training. We responded within 24 hours and won the deal. We found out that we were selected because we were\u00a0fast<\/em>\u00a0and the other training companies responded 2-3 days after and some didn\u2019t even respond!<\/p>\n

      Things are changing at light speed. Your customer may need Product A from you today but if you are slow, he may not need Product A anymore next week. With the rapidly evolving market and social media, yesterday\u2019s news is \u2018expired\u2019 news. If you are slow even for a split second in this fast-paced industry, you will lose sales and be left behind while your competitor eats away your profits.<\/p>\n

      Summary<\/h2>\n

      Get things right the first time. The first impression to a prospect is very important. Giving a prospect a totally wrong solution will reflect your company as inefficiently and sloppy. In order to give the right solution, you need information, skills, and adaptability. Competitors are out there to kill your business, if you are not prepared, you will rot like the rest. So take action and be the best!<\/p>\n","protected":false},"excerpt":{"rendered":"

      Here\u2019s what her husband posted on his Facebook Page. Don\u2019t […]<\/p>\n","protected":false},"author":2,"featured_media":998,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[52],"tags":[],"class_list":["post-994","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-life-lessons"],"yoast_head":"\nWife Spends Hours Shopping For The Perfect Christmas Gift Only To Find Out She Wasted All Her Time - Sales Ninja - Sales Training in Malaysia<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/salesninja.asia\/wife-spends-hours-shopping-for-the-perfect-christmas-gift-only-to-find-out-she-wasted-all-her-time\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Wife Spends Hours Shopping For The Perfect Christmas Gift Only To Find Out She Wasted All Her Time - Sales Ninja - Sales Training in Malaysia\" \/>\n<meta property=\"og:description\" content=\"Here\u2019s what her husband posted on his Facebook Page. 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