„Our Clients need time to decide. In our industry, there is no such thing as a spontaneous decision.“ „Our clients are impulse-buyers. If they don’t decide at once, they are gone forever.“ – By the way, these statements come from the same company. But who is right?

At the moment, I do interviews for a client to get a feeling for a new target group. In this context, we speak about the current customers too. And this is how I heard these different statements. What’s the truth now? Are the clients spontaneous or not?

The interesting thing is that, up till now, I thought that impulse buying in this industry (very expensive top-class musical instruments) was very unlikely. To hear now, that the staff in one store made completely different experiences, that has a deep impact on sales conversations, made me think. Did the other salespeople just overlook sales signals and didn’t close deals although they could? And which role does mentality play (this very shop is in another country). But the clients are wealthy businesspeople. They are not so different from country to country, and very often they are expatriates anyway. So are there lost opportunities?

On the other hand isn’t the prejudice: „If not now then never.“ dangerous too? Do the sales people follow up these clients careful enough under this circumstance? That, by the way, is something the ‚slow‘ colleagues are very good at.

I think this is my first blog without answers, but with a lot of questions. Questions that you very well might ask yourself: „Which prejudices about my clients and sales processes make me blind to other opportunities?“

Question your ideas once in a while. And be open to your colleagues‘ experiences, which might be quite different from yours. In my seminars, I hear very often: „Yes but my clients are different from yours.“ ARE THEY???


Franziska Brandt-Biesler

Franziska Brandt-Biesler hat einen Weg gefunden, Verkaufen zielsicher und leicht zu machen: Zwei Menschen prüfen, ob es sinnvoll ist Geschäfte miteinander zu machen. Punkt!



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