Making sale to cold customer
Selling a cold consumer can be a difficult operation. However, if the right strategy is used, a cold prospect may even be a warm customer. It is wise for a salesperson to do client research in order to get any experience that will enable him or her to make a customized presentation. Recently, I was contacted by an insurance sales agent who wanted me to purchase my auto insurance from their firm. He was a salesman champion. He basically took all the moves before I was left with no alternative. And though I wasn't easy to manage, I finally gave in. He first called me and we had a friendly talk, he identified himself and told me that he was referred to me by one of my friends who is a client in their company. He asked me numerous questions with intent of qualifying me. Most of the questions were indirect and needed short answers. He requested to have an appointment with me. His approach was amazing I easily gave in.
The day we met, it was like we had known each other for some time. I felt comfortable dealing with him and quickly trusted him. I raised many objections which were countered with detailed explanations, clarity and assurance alongside warm smiles. I asked for more time to think about it. He could call me frequently and check if I had made up my mind. This again made me feel that I was dealing with a reliable person who will over me a customized experience. When we met next I had no choice than closing the sale. After making a sale, the sales person brought me the insurance documents and asked me to contact him anytime I need his help. It was the best experience ever.
Job interview and sales process
A job interview involves a detailed process that helps in identifying the most suitable candidate with relevant skills and qualification needed in a certain job specification while a sales process involves identifying a potential prospect, approaching him or her, making a presentation, overcoming objections and making a sale. Unlike job interview where the interviewer is seeking the right candidate from many willing applicants, a sales agent is seeking to make a sale to people who don’t even have interest in the products.
Job interviews follow strict guidelines to ask questions that the job applicant answer concisely or in detail. After the interview, the right candidate is chosen after analyzing all the responses that the applicants gave. Job interview may also require the interviewee to have some experience. Sales and marketing heavily rely on the convincing power of the sales person. The sales person is not guaranteed that he or she will make a sale but a job interviewer is assured that he will get the right candidate, failure to which the process of interview will be repeated and new applicants invited to apply. Determining the relation between sales process and job interview can be examined from two perspectives; from the interviewer’s side and interviewee’s side.
A sales process may be received in different ways depending on the customer and the approach that the sales person has used. The sales person will also be required to handle a number of objections from the customer. First impression also matters a lot. If the first impression makes the client feel at ease, the sales process is likely to succeed. From the interviewee’s side, the sales process highly relates to the job interview since the applicant markets himself or herself to the hiring company but from the interviewer’s side the process can never be the same as a sales process.
References
Dorle, Nelu. "ROLE OF THE SALESPERSON IN" TOTAL DESIGN"." Challenges of the Knowledge Society (2016): 728.
Cravens, David W., and Nigel Piercy. Strategic marketing. Vol. 7. New York: McGraw-Hill, 2006.
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