Bagaimana cara memulai percakapan dengan customer baru? Pastikan menjalankan 3 tips berikut..!!

Summary

The video script discusses strategies for initiating conversations with new customers, especially in sales. It emphasizes three key points: not trying to sell immediately, qualifying customers to ensure they are a good fit for the product or service, and being different from the common sales approach. The speaker shares examples of how to open a conversation without selling, such as asking about the customer's needs or challenges, and how to qualify them by understanding if they can benefit from the offering. The goal is to build a connection and provide value, rather than just making a sale.

Takeaways

• 😀 Start conversations with new customers by not immediately trying to sell them something.
• 🔍 Always remember that customers generally do not like to be sold to, so avoid pushing sales in the initial stages of the conversation.
• 📞 When beginning a conversation, whether by phone, online, or in person, the first step should be to qualify the customer rather than sell to them.
• 🤝 Qualifying a customer means ensuring they are a good fit for your product or service and that they can benefit from it.
• 🚫 Avoid the common mistake of using sales pitches like 'I want to offer' or 'Do you need' right away, as this can cause customers to shut down.
• 💡 Be different from the typical sales approach to stand out and get a different response from customers.
• 📝 Learn what common salespeople do wrong, such as making sales pitches too early in the call without qualifying the customer first.
• 🌟 Use open-ended questions and show genuine interest in the customer's situation to build rapport and understand their needs.
• 📉 Recognize that customers may be looking for cheaper options due to market competition, and address this in your conversation.
• 🛑 Wait for the customer's response after presenting a problem or need that your product or service can solve, rather than immediately pushing for a sale.
• ✅ Focus on solving the customer's problems rather than making a sale, which will naturally lead to a more positive interaction and potentially a sale.

Q & A

What is the main challenge faced by the team member in the script when approaching new customers?

The main challenge faced by the team member is the inability to successfully open a conversation with new customers, often resulting in rejection at the initial stages of the interaction.

What are the three key things to remember when starting a conversation with a new customer according to the script?

The three key things to remember are: 1) Customers never like to be sold to, so avoid trying to sell at the beginning. 2) The early stages of the conversation should be about qualifying the customer, not selling to them. 3) Be different from the common sales tactics that customers usually encounter.

What is the difference between qualifying and selling in the context of customer interaction as mentioned in the script?

Qualifying means ensuring whether the customer is a good fit for the products or services being offered and if they can benefit from them. Selling, on the other hand, is directly offering or promoting the products or services.

Why is it important to be different from common sales tactics when interacting with customers?

Being different from common sales tactics is important because it helps in breaking down the barriers that customers often put up against salespeople. It allows for a more genuine interaction and increases the likelihood of a positive response.

What is the common mistake made by salespeople when they call a customer, as highlighted in the script?

The common mistake is starting the conversation with a sales pitch, using phrases like 'I want to offer' or 'Do you need', which can immediately trigger a defensive response in the customer, leading them to shut down the conversation.

How does the script suggest salespeople should approach a call to a customer instead of directly selling?

The script suggests starting the call by clarifying problems or needs the customer might have, rather than directly selling. For example, the script provides an example of a call opening with 'I work with customers to help them save costs or improve product quality, but not all customers fit with what I convey.'

What is the purpose of the second step in the conversation mentioned in the script?

The purpose of the second step is to qualify the customer further by understanding if they are facing issues that can be resolved with the products or services offered. This step helps in determining if it's worth proceeding with the sales pitch.

Why is it futile to continue the sales process if the customer does not have a problem that can be solved by the product or service?

It is futile to continue the sales process if the customer does not have a solvable problem because it would only waste time and resources, as the customer will not see the value in the product or service being offered.

How does the script suggest salespeople should handle the situation when they realize a customer is not a good fit for their offerings?

The script suggests that if a salesperson realizes a customer is not a good fit, they should not proceed with the sales pitch and instead move on to other prospects, as continuing would be a waste of time.

What is the final advice given in the script regarding how to apply the three key points of not selling, qualifying the customer, and being different?

The final advice is to click on a word or sentence that encapsulates the essence of the three key points, ensuring that the approach to customer interaction is not about selling immediately, but about qualifying the customer and being different from the usual sales tactics.