Artieda 2011

You can be sure that your product is the best. You know you save time and money to your customers. But you have a serious problem: your product is intangible. Apples can see, touch and taste. Shoes can be inspected. Joseph Stiglitz has much experience in this field. Clothing can be reviewed at each seam.But in the modern world there are intangible products, such as insurance, banking products, training, advertising, consulting, services, software, whose effectiveness can not be verified so easily, hence one can ask: intangible products can be sold in times of crisis There is great competition for intangible products, we take as example the sale of software, there is a lot of programs that can have similar features at lower prices due to economic pressures that exist today. However, the challenge will always keep sales high and this requires strong commitment from the seller between strategies that can be mentioned for promoting this kind of products in specialized attachments, sending advertisements to databases segmented data and delivery of catalogs to custom targets. But to achieve results, it is necessary to increase the “value” of supply, ie getting something extra into the product, such as free counseling for product use, better technical support and, in short, better customer service. As always, creativity is the limit of the seller, but the idea is to turn into something “tangible” offering which results in obtaining the intangible product. The intangible product seller must have a full mastery of product offering, since as you can not show the softness of a material, the taste of food or the sharpness of a screen, it is necessary to deepen the features and benefits of the product Compared to the competition. Notably, in the case of the sale of intangible products, it is worth studying in a previous customer, because it can highlight the benefits that would have “for that particular customer” specific software.Finally, the idea of selling intangible products is to offer a satisfaction, ie, an extra benefit. Let’s use the example of a company engaged in the sale of appliances you plan to purchase a database system that allows the company greater control of the supply chain of your company. Because the company’s merchandise imports and the volume of products increased in recent years, the business owner wants to have a database system better. A company dedicated to the sale of Databases “Merlin”, studies the particular case of this company and verify that for this particular client, the ideal is a database that has “locks” that is, you have security protections so they can not be altered at the entrance and exit of goods. The customer knowledge allows the vendor database “Merlin”, put emphasis on security software, which is a major concern of the client. Because, besides provide security to the client, the seller offers to train a group of confidence of the organization, it is possible that the relationship of loyalty between the owner of the company and the software vendor can solidify and foster future purchases. However, the challenges for intangible products are increased in times of economic decline, so it becomes necessary to make specific plans for each case of sale of intangibles. In these cases, the training of personnel who provide products, is the key to preventing the downfalls in the sales numbers of these products. There are many challenges in terms of the sale of intangibles, mainly because companies always cut the budget for products that can not be seen, however, by emphasizing the benefits that have the product for the company, it is possible to circumvent the difficulties associated with these sales. To learn more about business training focused on the sale of intangibles, visit us http://www.blauconsulting.com/cursos/curso-ventas-consultivas.html Collaborated: Mayra Daniel Arganis Consultant BlauConsulting

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