Emotional connection with the client Can You Achieve it?

If you manage to connect with the client and with your expressions, responses, postures, silences, examples and comments, you show him that you "put on his shoes", and he understands that you did put him on, because you made him see that you have the key to generating a solution for him; You have already passed the product advisor barrier and it will be only then that he will decide that you will be the one to help him because you spoke to him on his terms.

If the client identifies with you after your effort of mutation and change of position, you will have become his trusted person and his advisor forever. You will also have closed that sale. Keep in mind that the act of consumption or decision-making is emotional; it is not rational.

 

 

The link  that you managed to make with your client with so much effort, you could undo it if you cheat on him, if you forget it, if you don't do what you know you should do with him, but as always you will act with righteousness; even if you make mistakes, he will be with you. People forgive mistakes; no cheating. More than a reflection in the mirror of him, the client must know that you are him and will identify with you even in difficult moments.

 

 

To work, the good advisor focuses on the client. He thus he prepares to help you. That is the key. The advisor takes time to perform the following tasks:

 

• Know the customer

 

• Find out who that customer is

 

• Know what it does

 

• What has he done in his life

 

• Know what he does

 

• Recognize who you serve

 

• Define what your needs and aspirations are

 

• Center him-because he is often confused and sometimes requests what he does not really require-

 

• Clarify what is the real critical situation or what is the same: what is the problem that he has.

 

• Recognize their projects and plans for improvement or growth

 

Once the client's reality is known, as an advisor you will design the solution and explain how the offer will positively impact the client's life and add value.

 

On his side, the traditional salesperson focuses, alone, on the product; He is not interested in knowing the realities of the client in the least and only demonstrates the supposed qualities of the product, whose properties he tries to inflate and may perhaps be tempted to deceive by promising benefits that may never be realized. Also, showing potential special personal contacts within the company to generate some possible help in case of requiring an after-sales service, which is equally disloyal and a deception.

 

If we approach the action of the seller from the perspective of "short-termism", surely we will find logic to the lie and the oversize of the properties of the product because clearly money is being sought for today. This is the basis of the traditional seller's action. However, for the advisor the key is the long-standing relationship that not only establishes a long-term relationship but also represents the gateway for new clients who will very surely come recommended by previous satisfied clients.

 

Remember: if you are selling without analyzing what will or will not help the client, because you know that you are pushing an obsolete, low-turnover, poor quality product or you are offering more products or services than they need, you are simply not helping. You are only walking down the path of the "short-term" salesperson.

 

Now, as you can see, for the advisor and for the seller the centers of action are different. The advisor helps the customer and the salesperson pushes the product. In the field of sales management previously described the advisor is conceptualized as "Focus on the customer."

 

In order to focus on the client, the advisor ...

 

• Reach the client's doorstep with the perspective of whoever helps

 

• Is patient and knows that time with the client is an investment

 

• Since he focuses on the client, he knows how to listen more than speak

 

• He is honest, as his goal is to create a long-term relationship.

 

• He is passionate about giving the best of himself to the client, so that he, being without ties or commitments, comes to him constantly.

 

• Has the ability to observe the current state of the client and visualize how that person can be happier.

The Hialeah Chamber of Commerce and Services offers courses and trainings on sales. To request information you can contact: Esta dirección de correo electrónico está siendo protegida contra los robots de spam. Necesita tener JavaScript habilitado para poder verlo.

 

 

 

El lazo que lograste hacer con tu cliente con tanto esfuerzo, podrías deshacerlo si lo engañas, si lo olvidas, si no haces lo que sabes que debes hacer con él, pero como siempre actuarás con rectitud; aún si cometes errores, él estará contigo. Las personas perdonan errores; no engaños. Más que un reflejo en su espejo, el cliente debe saber que tú eres él y se identificará contigo aún en momentos difíciles.

 

 

Para trabajar, el buen asesor se centra en el cliente. Así se prepara para ayudarle. Esa es la clave. El asesor se toma un tiempo para realizar las siguientes tareas:

•Conocer al cliente

 

•Averiguar quién es ese cliente

 

•Saber qué hace

 

•Qué ha hecho en su vida

 

•Saber a qué se dedica

 

•Reconocer a quién sirve

 

•Definir cuáles son sus necesidades y aspiraciones

 

•Centrarlo -pues muchas veces está confundido y en ocasiones solicita lo que no requiere realmente-

 

•Aclarar cuál es la real situación crítica o lo que es lo mismo: cuál es el problema que tiene.

 

•Reconocer sus proyectos y planes de superación o crecimiento

 

 

Una vez conocida la realidad del cliente, como asesor diseñarás la solución y explicarás cómo la oferta impactará positivamente en la vida del cliente y le agregará valor.

 

Por su parte, el vendedor tradicional se centra, solitario, en el producto; no se interesa en conocer al mínimo las realidades del cliente y demuestra únicamente las supuestas cualidades del producto, cuyas propiedades trata de inflar y tal vez pueda caer en la tentación de engañar prometiendo beneficios que posiblemente nunca llegarán a cumplirse. También, haciendo gala de potenciales contactos personales especiales dentro de la compañía para generar alguna posible ayuda en caso de requerir un servicio posventa, lo cual es igualmente una deslealtad y un engaño.

 

Si abordamos la acción del vendedor desde la perspectiva del «cortoplacismo», seguramente le encontraremos lógica a la mentira y la sobredimensión de las propiedades del producto pues claramente se está buscando dinero para hoy. Esta es la base de la acción del vendedor tradicional. Sin embargo, para el asesor la clave es la relación de larga data que no solamente establezca una relación a largo plazo sino que represente la puerta de entrada para los nuevos clientes que muy seguramente vendrán recomendados por los anteriores clientes satisfechos. 

 

Recuerda: si estás vendiendo sin analizar que le ayudará o no al cliente, pues sabes que estás empujando un producto obsoleto, de baja rotación, de mala calidad o estas ofreciendo más productos o servicios de los que necesita simplemente no estás ayudando. Solo estás transitando por el camino del vendedor «cortoplacista» 

 

Ahora bien, como puedes ver, para el asesor y para el vendedor los centros de acción son distintos. El asesor ayuda al cliente y el vendedor empuja el producto. En el campo de la gerencia de ventas a la acción previamente descrita del asesor se conceptualiza como «Centrarse en el cliente».