The sales people handle many types of customers and the at times it becomes difficult for the seller to convince clients, who are reluctant to but the products or use the service.
As per the stated case, the customer gave an appointment to the sales person and he did not show any interest to speak with him.
It depends on the efficiency of the salesperson to handle such clients and persuading them to buy the product.
Mr. B could have started the conversation in a formal manner and could have come to the point in the initial stage itself. He should first analyze the situation and then act accordingly. The seller should try to identify the customer needs and then state the benefits of products accordingly.
A word picture would help a customer in better understanding of a product and its features. When promoting a smart phone to a customer having 60 years of age, the sales representative needs to very precise. Since, the person does have not prior experience of using a cell phone; therefore the sales representative should carefully describe different features and using pattern of the smart phones.
Initially, he can show images of the smartphone and its components to get the customer a clear understanding regarding the product. Then, he should elaborate each specification regarding the smartphone. He should give a detailed description using a word picture having well-specified components, icons and their usages. Using the above techniques, the sales representative can convince the customer to buy a smartphone.
Effective communication is considered as a key to build relationships because with an open and proper communication an individual could build good amount of interpersonal relationships capable of improving overall communication.
The following is the required chart-