Do You Know Your Market ??

As a sales person you must know your market. Now think about the following question in your mind:

Where is “My Market”??

The term “my market” means not only a geographic territory assigned to you by your employer. It is much more than a geographic border. Your market is your customer base of your geo territory. They may be current ones or existing but they are not your customer or maybe your competitor’s customer base.

Is I know my market?

Once you know your market, now you to identify the nature of your market i.e. the buying nature of your primary customer(retail, wholesale, traders, B2B, corporate, HoReCa, Online), along with your secondary customer(End User).

What efforts I am doing to take authority of “my market”.

Taking authority is really big challenge in any field, so taking the full control you have to take consider mentioned points:

Personal connection:

Why personal connection required, although they are not our relatives, friends, or our loved ones. We need it because if we have a personal connection with our customers (both direct & indirect), they feel an emotional bonding with an assigned salesperson for a particular product in their area.

Personal connection includes :

1) Should remember the name of customer.

2) Give proper time while they are busy with their customer

3) Chat with them on their issue of interest such as politics, sports etc.

4) Respect their elder ones(if they are also part of their business), & their staff.

Timely Problem Solving attitude:

They may have some issues with your company, distributor(can say stockiest, channel Partner, or something else) or previous sales person(in which place you are there).

If you solve most or some of that issue, his trust in you will defiantly increase. Your actions are should be like a win win situations for both.

To understand their requirements:

Understand their requirement means what?? You know that you are there to increase the sale. It’s not necessary although you have a good relationship with him, he may not give you order. At this movement your salesmanship works. There are some techniques through which you are able achieve your sales target with the help of your customer.

Merchandising:

Merchandising plays very big role. Some companies have separate merchandiser, but if as a sales person you do this, believe me defiantly you will reward.

Follow-ups :

This is the also the important step to taking follow-up with customer, because he may not be remember his conversation with you, or he don’t have requirement your product or service at that time. You should be in touch of him.

These are some major points through which you can control your market…..