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The simple part of selling thinks that someone needs your product or service and is willing to buy it. Otherwise, you wouldn’t exist because a company that doesn’t sell is extinguished.
The tricky part is developing a strategy. To do this, it is necessary to start from the premise that all the organization members must be focused on this task, not just the members of the commercial department.
The sales process can be as straightforward or as complex as you want. This is related to the type of offer you have. Selling water bottles is not the same as offering a tailor-made consulting service.
In theory, it is taught as a step-by-step linear method, where you have to introduce yourself to the customer, make a presentation and close the deal.
In practice, there is nothing defined. That’s why this activity is like a sphere that allows you to go from one side to the other immediately. When you see it that way, you release a lot of pressure.
It is worth making a mistake and returning to a point. It is not a sin; instead, you are plugging a hole today that tomorrow can be a big hole.
This means that whomever you want to sell to really buys from you. One of the big problems in sales is that you knock on doors or make calls hundreds of times, and only rarely do you get a positive response.
How to increase the level of effectiveness? Although many people have a hard time doing it and don’t have the habit, this is achieved simply: you have to do the task. Before you take the handset and randomly call a number, first find out who you are going to contact. If you prepare, people will notice, and you will increase your chances of success.
This advice applies to e-mail marketing, as in most cases, companies send the same e-mail to hundreds or thousands of recipients without first making sure they need what they offer. Instead of generating interest, it can be not very pleasant to people.
The good news is that today you have more resources to learn more about your potential customer’s thanks to the Internet. This way, you’ll get meaningful data, such as who the person is, what they do, what sector they work in, and what geographic areas their business operates in. You can even get an idea of what their needs are or areas of opportunity where you can become their new business partner.
When you do your homework, it means that you are interested in the individual or company you are looking for, and it shows in the end. Take the consumer’s side: when someone pays attention to you, the most likely thing is that, without hesitation, in response, you will take the time to listen to the offer they have prepared for you. Why? Simple. Because unfortunately, few sellers do.
Therefore, you must be proactive and define the characteristics of the candidates to become your customers.
This is called profiling. The point is to find all this information before making contact. Here it is worth clarifying that what you offer is not for everyone.
When you make the first call, you have the opportunity to find specific information that you needed to complement the information gathered in your previous research.
Now, if you get an appointment is a sign that the person is interested in seeing you. Do you know the reason? Find out in the interview they schedule.
Shut up and sell is the title of one of the best sellers of subject sales. In it, author Don Sheahan advises readers to “shut up” and learn to listen, then ask intelligent questions that help determine why a prospect might become a future customer.
Salespeople (primarily) suffer from a problem: they talk, talk and talk—big mistake. What you have to do is cut to the chase and tell it like it is. If you give up the word, in return, the buyer will give you the flight log, that is, how he wants you to sell him step by step.
For example, that you give him a quick answer or that you offer him a competitive price. So if you make a proposal that satisfies these points, you’re ready to close the deal.
Don’t just focus on the need; you also need to know the expectations. To do this, once again, you must ask to know what people expect from you in exchange for the money they will pay you; you have to earn it.
If you dared to offer something to make the sale, you’d better stick to it. Otherwise, could you not do it? If you lie or exaggerate, in the end, this will cost you more than not closing the deal. One lie leads to another lie; it’s a snowball that grows and crashes. If you can’t solve the whole problem, clarify it or give options -like making alliances with other companies- to reach the objective.
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