Feel proud of being commercial, belonging to your company and solving the problems of others with the products or services offered. Enjoy your work, having fun selling. Demonstrate proactivity
Have a high self-esteem, that is, that is valued very positively. Demonstrate self-confidence If you see yourself as a successful salesperson and solve your customers’ problems, you will act in a way that others perceive as well.
Possess a commercial manager approach Do the job as if you were an entrepreneur. Analyze investments, discounts that are practiced from the point of view of profitability. Banish selling for sale and move to a profitable sales philosophy.
Consider yourself, act and be perceived by your clients as a consultant, that is, advisor, adviser, business analyst. Deepen the knowledge of your products or services, the market and your customers. Present the products or services as the solution to your customers’ problems.
The best sellers are customer oriented. They focus on developing relationships with customers. They know the true needs and expectations of these, they are aware of the level of satisfaction, they practice personalized communication and apply individualized business strategies. Take advantage of each contact to enrich the relationship with customers.
Practicing cross-selling, that is, selling products or services related to the products or services that customers are already buying from us.
They must be optimistic, mentally convinced that goals can be achieved. Present a positive and enthusiastic attitude under any circumstance. This will lead us to show an attitude to work hard and persistently.
Separate customers according to their profitability and potential, concentrating commercial efforts on those with greater profitability and potential. Segment the market according to the characteristics of the clients and establish differentiated commercial strategies for each segment.
Form continuously Attend sales and negotiation courses, read books and related articles, imitate the behavior of the best professionals. Develop the weak points. Develop a personal development plan.
The buyer’s risk factors are the purchase price (higher price, higher risk), the life of the product (greater life, greater risk), novelty (greater novelty, greater risk) and the number of people involved in the decision making process ( greater number of people greater risk). We must be aware of the risks of the buyers and establish an action plan to eliminate them, emphasizing trust and credibility.
The best sellers spend more time developing trust with customers and, above all, discovering their true needs. By concentrating more time on these two functions and presenting products or services based on those needs, fewer efforts are devoted to resolving objections and closing the sale.
Analyze the different phases of the sale: prospection, contact, discovery of the needs, presentation of the offer, resolution of objections and closure. Study the conversion ratios from one phase to another, for example of 100% of prospective clients in prospecting we are able to contact 60%, of them we only discover the needs of 50%, to which 80% we present an offer, resolving the objections by 60% and closing the sale with 50% of these. The result is 60% x 50% x 80% x 60% x 50% = 7.2%, that is, we only manage to close sales with 7.2% of the clients of the database or prospecting. If we manage to improve the conversion ratios by studying, analyzing and doing what the best commercials do, we can increase the results. For example, if we increase the rate of inquiry of the needs of customers using the techniques of questions and active listening, going from 50% to 80%, the final result would go to 11.52% (60% x 80% x 80% x 60% x 50% = 11.52%), we would improve the result by 60%.
* Prepare the interviews thoroughly. Get all the information about the client. Analyze the summaries of the last interviews. Set objectives for the meeting. Prepare the agenda or the points to be discussed. Prepare the questions to be asked. Foresee objections that may arise, as well as resolutions. Plan all phases of sales.
* Sometimes we may be presented with a series of fears, uncertainties and doubts that can act as a brake on our performance. These fears are: fear of failure, fear of being rejected, fear of being criticized and fear of making a fool of yourself. We must recognize the fear that can arise. Once identified, we have to avoid thinking about it, isolate it, overcome it by changing habits.
* The best technique to capture the attention of potential customers is to appeal to the client’s pride or curiosity.
* The most efficient commercials know what the customers’ buying motivations are. These are: novelty, security, pride, comfort, affection and economy. As we can see, consumers not only buy by price, there are five other motivations. Through the techniques of the questions and the active listening they discover what are the motivators and / or psychological brakes of the clients. They structure the whole strategy of communication, presentation and argumentation based on the motivations of the clients.
* The most successful vendors are experts asking the best questions to discover the needs of the customers. They correctly cultivate the techniques of the questions, because to justifyis to ask. They prepare the questions they will then ask.
* Develop the ability to actively listen. To do this, do not interrupt, abandon prejudices, stare, paraphrase, nod, concentrate on the message of your interlocutor, pay attention to both verbal and non-verbal communication, remove distractions and feed back the message heard.
* Individualize the offer of our products or services to the needs of customers to the extent possible. In the same way, personalize the communication and deal with them.
* Present the offer quantifying in euros for the client how much he can earn (benefits) or stop losing (savings).
* Deal with objections with professionalism. Have previously prepared the answers. Identify objections Listen carefully, without interrupting. Find the real cause of the objection. Resolve them, focusing on the client. Present more benefits for this one.
* Close the sale. Do not worry about the closing because if the sales process has been conveniently developed, gaining the confidence of the client, having discovered their needs, presenting the offer to their needs and resolving the objections, closing is really easy.
* After the interview we should take notes about what has happened in it. It is advisable to collect all the useful information about the client. If possible, have a database and update it continuously. Analyze why we have achieved certain objectives and others not. Write down the agreements reached, as well as the actions to be performed.
* Apply the 10-10 rule in the demonstrations, that is, devote a maximum of 10 minutes and so easily that it is understood by a 10-year-old child.
* Do not present the price of the product or service until the customer is convinced that he needs it. Use some of the following techniques to show the price: fractionation of the price (for example the cost of the day instead of the full month), compare the price with a good of low-price consumption (for example the price is equal to the price of a daily coffee) and reference modification (for example expressing the cost of a mailing action per letter sent).
* Manage time more efficiently. For this we will concentrate on the most important and most urgent activities. We will prioritize activities according to importance and urgency. We will define an order of priority. We will devote more time to 20% of the tasks than with which we obtain 80% of the results. We will ask ourselves in each moment if the task we are doing contributes to the achievement of our objectives.
* Get recommendations from your customers. Get introduced to new customers Expand your network of contacts.
* Efficient management of routes, grouping visits within the same geographical area and saving time in travel.