The most important aspect for sales is to understand our consumer behaviour. Its obvious that the segmentation and targeting comes first but it will be of no use if a sales personnel is not able to understand how his prospect behaves.
Understanding the need,purchasing power the decision maker(in a group) and the decision making process plays a vital role in closing up the sale.People generally tend to be slow in coming to a decision if the product or service is of a higher value or if it is directly related to their career.
In case of a service like education consumers decision making cycle extends and here comes the need to understand the consumer psychology ,his needs, his determination towards his career ,what is he really up to.
If I talk of education sector ,the candidates in the stage of Information search get into a deep research about the institutes they are targeting. The Information search stage is the base for decision making in case of education sector. If an institute can satisfy the need at this stage , the rest part of the sales will be easy to cover up.
Now comes the real fact i.e. converting the above said candidate from his targeted institute to the institute of the choice of the sales professional. Here comes the need to understand the consumer behaviour and his psychology.
Now if we look toward the FMCD sector ,the same process repeats itself. Here again the Information search stage plays an important role in making the decision.
More on consumer behaviour in the next post
Understanding the need,purchasing power the decision maker(in a group) and the decision making process plays a vital role in closing up the sale.People generally tend to be slow in coming to a decision if the product or service is of a higher value or if it is directly related to their career.
In case of a service like education consumers decision making cycle extends and here comes the need to understand the consumer psychology ,his needs, his determination towards his career ,what is he really up to.
If I talk of education sector ,the candidates in the stage of Information search get into a deep research about the institutes they are targeting. The Information search stage is the base for decision making in case of education sector. If an institute can satisfy the need at this stage , the rest part of the sales will be easy to cover up.
Now comes the real fact i.e. converting the above said candidate from his targeted institute to the institute of the choice of the sales professional. Here comes the need to understand the consumer behaviour and his psychology.
Now if we look toward the FMCD sector ,the same process repeats itself. Here again the Information search stage plays an important role in making the decision.
More on consumer behaviour in the next post
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