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The easy part of selling is thinking that someone needs your product or service and is ready to buy it. Otherwise you wouldn’t exist because a company that doesn’t sell is extinct. The tricky part is developing a strategy. The assumption here is that all members of the organization must be focused on this task, not just the members of the commercial department.
The sales process can be as simple or complex as you want. This depends on the nature of your offer. Selling water bottles is not synonymous with tailor-made advice. In theory, it’s taught as a step-by-step linear method where you have to introduce yourself to the customer, give a presentation, and close the deal.
In practice nothing is defined. Hence, this activity is like a ball that allows you to get from one place to another instantly. When you see it that way, you take a lot of pressure off yourself. Well worth making a mistake and getting back to a point. It is not a sin; Rather, you are covering a hole today that could be a big hole tomorrow.
1. Be effective
This means that everyone you want to sell is really buying from you. One of the big problems in sales is that you knock on the door or make a phone call hundreds of times and rarely get positive feedback.
How can the effectiveness be increased? Even if many people find it difficult and do not have the habit, there is a simple way to achieve this: you have to do your homework. Before you pick up the phone and randomly call a number, the first thing you should do is find out who you are speaking to. As you prepare, people will notice and increase your chances of success.
This advice applies to email marketing because, in most cases, companies send the same email to hundreds or thousands of recipients without first making sure they really need what they are offering. Instead of creating interest, this can be annoying to people.
The good news is, thanks to the internet, you now have more resources to learn more about your prospects. In this way, you receive important data, for example who the person is, what they do, in which industry they are developing and in which geographical regions their company operates. You can even get an idea of your needs or opportunities as to where you can become their new business partner.
2. Get to know your prospects better
If you do the homework, it means that you have an interest in the person or company you are looking for, and it will show in the end. Take the consumer’s side: if someone is paying attention to you, chances are you won’t hesitate to take the time to listen to the offer prepared for you. Why? Simple. Because unfortunately only a few salespeople do that.
Hence, you need to be proactive and define the characteristics of the candidates in order to become your clients. This is known as profiling. The problem is finding all of this information before contacting us. It is important to make it clear that what you are offering is not for everyone.
When you make the first call, there is an opportunity to find certain data that you need to complement the information gathered in your previous research. Now, when you get on a date, it is a sign that the person is interested in seeing you. Do you know what the reason is Find out in the interview they are planning.
3. Pay attention to details
Shut up and sell is the title of one of the bestsellers on the subject of sales. In it, author Don Shehaan advises readers to “shut up” and learn to listen, and then ask smart questions to find out why a potential customer might become a future customer.
Salespeople have (mostly) one problem: They talk, talk and talk. Big mistake. What you have to do is get to the point and say it as it is. If you give the floor, in return the buyer will give you the flight log, which is how you would like to sell it step by step.
For example, that you give them a quick answer or offer them a competitive price. So when you come up with a proposal that meets these points, you are ready to close the deal.
Not only do you focus on the need, you also know the expectations. To do this, you have to ask again what people expect from you in exchange for the money they will pay you; You have to earn it.
4. Keep what you promise
If you’ve dared to offer something to take the sale, you better follow. Otherwise don’t do it. If you lie or exaggerate, it will end up costing you more than if you fail to close the deal. One lie leads to another lie; It’s a snowball that grows and falls. If you can’t solve all of the problems they pose, clarify or give options – such as alliances with other companies – to achieve the goal.
5. Work on your smart questions
If a salesperson goes to an appointment unprepared, it can mean two things: they’re a sales professional or they don’t know they’re making a serious mistake. To get the most out of an interview with a prospect, it’s all part of a training course that you need to conduct with your commercial staff.
During this process it is necessary to define the smart questions that will help them review, validate, review and clarify all the information received. The purpose is to close a deal today but also to project future transactions.
6. Charging is part of selling
The collection is viewed before it is sold. So an example of a wise question is this: Do you have the money to meet the payment obligations I have suggested? There’s nothing worse than a customer who can’t pay you. This is part of the profile so you need to confirm it from the start. Well, if you want to sell to sell, you will surely have trouble collecting them later.
7. It pays to diversify
Don’t put all your eggs in one basket. It’s good that you have a very good customer, but what if they leave or don’t need you anymore? Rule: A single buyer should not account for more than 20% of your total sales. If so, you will face a lot of selling pressure and then mistakes will come.
Create a plan B in which you consider both finding more consumers and diversifying, expanding or adding to your catalog of products or services.