Class 7 Reflection Questions
**Note: I was a BUYER today
I think one thing that is key in the sales process that definitely affect the seller’s ability to handle the call, and that we didn’t have a lot of time for, was the pre-approach and investigation steps. We did have limited time for the sellers to prepare their sales pitch but it was evident that they didn’t really know anything about me and my concerns and values in terms of the product or my company. Specifically, it was evident when I came up with objections like we already have a competitor supplying us with printers or that the cost was too high, the seller was really good at trying to follow the steps in objection handling to figure out what my values and concerns were, but they didn’t really have a solution for me because they hadn’t done or know anything about potential competitors or about their own product. In real life, the seller would have …show more content…
I completely switched gears as the seller was selling the new products for the Whistler location and I was concerned about the performance of the printers in the existing Victoria location. So, we ended up dealing with my objections right off the bat. When keeping track of the time as they only had about 7 minutes to pitch me their products, I found myself trying to wrap up the first set of objections and pivoting to the Whistler opportunity which I think the seller should have been doing. In reality, a buyer would not be so quick to accept the solutions of the seller and move on to the next topic. I think this was in part because I did not know anything about printer business so I was really unsure about how valid the solutions the seller offered were. My insight into this is that in reality, sometimes a buyer will not know much about your product or industry and so the seller has to do all that much more to convince me that the solution they are offering is really going to solve my
**Note: I was a BUYER today
I think one thing that is key in the sales process that definitely affect the seller’s ability to handle the call, and that we didn’t have a lot of time for, was the pre-approach and investigation steps. We did have limited time for the sellers to prepare their sales pitch but it was evident that they didn’t really know anything about me and my concerns and values in terms of the product or my company. Specifically, it was evident when I came up with objections like we already have a competitor supplying us with printers or that the cost was too high, the seller was really good at trying to follow the steps in objection handling to figure out what my values and concerns were, but they didn’t really have a solution for me because they hadn’t done or know anything about potential competitors or about their own product. In real life, the seller would have …show more content…
I completely switched gears as the seller was selling the new products for the Whistler location and I was concerned about the performance of the printers in the existing Victoria location. So, we ended up dealing with my objections right off the bat. When keeping track of the time as they only had about 7 minutes to pitch me their products, I found myself trying to wrap up the first set of objections and pivoting to the Whistler opportunity which I think the seller should have been doing. In reality, a buyer would not be so quick to accept the solutions of the seller and move on to the next topic. I think this was in part because I did not know anything about printer business so I was really unsure about how valid the solutions the seller offered were. My insight into this is that in reality, sometimes a buyer will not know much about your product or industry and so the seller has to do all that much more to convince me that the solution they are offering is really going to solve my