10.Dealing With A Client

Title: Molding Convergence

Topic:  Dealing with a client

Content:  5-6 hours

Duration:  How to deal with a client? This seminar mainly concentrates on dealing ethically with the client and reap benefits from such interactions.

Benefits: 

1.Literacy to enhance relationship

2.Techniques for friendly interactions

3.Gain a lasting relationship within a short interaction

4.Present ideas convincingly

5.Make a fruitful rapport with clients

Sample Slides..

1. Excerpts from Workshops...

This seminar is not about dynamic marketing or about selling skills, on the contrary it is about emotional intelligence. Its emphasis is on the power of emotional intelligence while dealing with a client. Handling client is as important as making strategies for marketing/sales. It teaches you, how to use the emotional intelligence while making a value based selling. It will be handy when you make portfolio for value based selling and will enable you to gain insights for improving your selling skills. Let us refresh some basics steps of business before going deep into emotional intelligence.

We all know that there are two parties in business, buyer and seller. It is also an exchange of “That”

• Seller gives Product/Service to buyer 'for that'
  
• Buyer gives money to seller 'for that'
  

What is 'that'?  “That” is value. 

What is Value?  Value is a number. Value is what you see from what you gained after the deal.

A client buys a product only if its perceived value (measured in monetary terms) is greater than the price. So, that is his value for making the purchase. 

A seller gains the chance to exchange product for monetary terms. 

Let us simplify Value much deeper. What will be the client's expectation when they meet a sales person? Or what tempts them to buy? They buy a product for mainly 2 reasons :

1.To solve a problem

2.To feel good

A client buys  “those 2 good values” in exchange of money he pays for.

2. Excerpts from Workshops....

Connecting a client

To market a product you have to bring forth the synergies of client and product (that is to be sold).  So we can say that deal is the meeting point of 

• Client and product &
  
• Salesman and client
  

Let us look at this scenario in a wider perspective. A client’s need reflects a problem. The sales person should have the solution for solving that problem, then only it leads to a deal.  A salesman should know-”What are the real needs of your customer?” "What are their demands?" A client is always looking for - 

• Fulfilling the needs, which is not yet met at the present scenario
  
• Solving those unresolved problem 
  
• Reducing expenses
  

The role of the salesman is to solve these mysteries of the client. Therefore, the salesman has to merge the requirements of the clients with the solution he holds for solving it. This  synergy makes the marketing process easy.

• The more the salesman has the ability to bring forth the solution and needs, the more business he brings in.
  
• The more the client familiarizes with the solution and reaps benefits, the more business he outsources for them.
  

So when a salesman gets an inquiry he should:

• Develop an understanding of the need which the client is trying to fulfill
  
• Present the best possible solutions that the product can cater
  

When you deal with a client, there will be 

• Needs that are visible
  
• Needs that are invisible
  

This is where emotional intelligence comes handy. It gives the insight about the pulse of the client, addressing his invisible needs. It bestows tips for meeting the client's needs satisfactorily by leaving permanent impression on client along with the deal. I believe Marketing is not selling products, but its selling your personality.  So actually the trading is between your personality for business fortunes in return. 

3.There are a few powerful techniques said by our saints of yore which you can learn while you attend our seminars. Here are some additional tips which are very useful............

1. Get the customer ‘Buy In’ to the numbers- Firstly sell the concept, secondly pinpoint the gains, and finally utilize the customers 'numbers'. 
   
2. Listen actively to the needs of the customers – build relationships. To sell the product, you have to know other person's mind and his requirements. So try to see things from his point of view and solve it by that method. Only a good listener who quickly understanding the needs can be a good sales person.
   
3. Add value to people. Maintain a customer value file, and practice adding value to people than the amount of business orders placed. 
   
4. Evaluate and optimize all stages of the value selling process. Make sure that you are adding value in different stages by these 4 traits-1. distinctive value through superior insight, 2. tailored offerings, 3. excellent pricing and 4. world-class sales.
   

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