Tag Archive | Selling Online
Most of sales reps usually dread the negotiation stage, and they consequently make several mistakes since any small change is stressful. Worse, some of them will barter their discomfort against discounts that are not needed nor solicited. In order to avoid this situation, wouldn’t it be better if your sales reps can face last minute requests from customers wishing to edit a quote?
There is no denying that the world of selling is changing faster than ever. Today, buyer and seller markets are on opposite sides of the spectrum, especially when it comes to corporate and enterprise relationships. Between the latest advances in mobile technology, and the vast tangled web of information we call the internet, facts and data are constantly and easily accessible, and trying to build rapport and create value is becoming more challenging than ever.
We are all well aware that today’s economy is a challenging one, and sadly enough it does not seem to be changing for the better anytime soon. Between high gas prices and even higher costs of living, society as a whole is in a frenzy to save a dollar here and a quarter there. With all these financial burdens in place, it is no wonder people are hunting down the best deals in town, but driving less to get to them. It seems as though consumers have given up on brick-and-mortar stores, and have handed over their wallets and keys to the fabulous world of online shopping.
Mass Customization and the ConsumerThere is no denying that today’s consumer has demands that are growing at an exponential rate, with no signs of slowing down anytime soon. Not only do consumers want products and services that are tailored to fit their needs, they want them at a good price. With this said, there is only one way businesses can keep up with these demands and that is through mass customization- a trend that can be applied to many industries. Simply put, mass customization is the combination of flexible, custom-made products with the pricing of mass produced goods. It is a way for companies to give every consumer exactly what they want, as long as a superior business process is in place.
In today’s tech savvy world, the internet has become the chosen sales channel for individuals looking to make a purchase, and who can really blame them? With the internet at their finger tips, customers are able to compare options, prices and companies, and then make a purchase at their own discretion with no added pressure from a sales representative, and all with the click of a mouse.
Comparing large enterprise corporations, which have complex product lines and service offerings, to smaller more agile companies is like comparing a large professional football player to a young gymnast. Though the football player may be seen as stronger, the agile gymnast can jump through hoops much more quickly. Before now, consumers found comfort in doing business with large and reputable companies, but in today’s world, if you’re too big to jump through hoops, don’t expect your audience to stand around watching you try.