In sales there are two different experiences:
- When you are going to make the first sale When you already have experience
In sales management there are 3 well defined stages:
- Presale, Sale, Post-sale
SECRET No. 1
Define clear and achievable goals; Depending on them, apply the 3 props of sales administration.
- Organization (of the area, team, time, territory, materials, etc.) Direction (motivate your team towards the objective) Control (use standards, measure, evaluate and qualify results)
"Sales is a profession always study, do not rest they can beat you".
SECRET No. 2
Look for good leads and in sufficient quantity.
PROSPECT: It is the set of activities that will allow you to identify, evaluate and qualify prospects.
Your responsibility is to make them good customers.
SECRET No. 3
Be a constant weaver in your network of prospects, so that you never lack Sales. Become a friend of your client and cultivate a lasting relationship.
SECRET No. 4
Communicate in a timely and professional manner. Study deeply and apply one of the 4Ps. Of the MKT. (Promotion).
SECRET No. 5
Become a constant student of the Market and its Needs.
REMEMBER: Your Prospect expects you to know his business, his clients and his sector to be able to trust your advice.
SECRET No. 6
Constantly practice empathy. Put yourself in the shoes of the prospect or customer.
SECRET No. 7
Take care of your integral image because the first contact with the client will open or close the door of the road to the sale. Get ready, foresee everything for the client or prospect to use her 6 senses and rate your 6 contacts.
SECRET No. 8
Design an impressive Sales presentation.
In a basic structure of 6 elements.
1.- Preview 4.- Ask key questions
2.- Sales protocol 5.- Summarize key reasons for purchase
3.- Present the product and benefits 6.- Closing attempts
SECRET No. 9
If you want to keep the helm of the interview then ask more questions. All your client's answers will help you understand him better and make him a good sale.
SECRET No. 10
Do not rush to respond, your responses should be advisory and not emotional. Think 2 or 3 times don't get excited.
SECRET No. 11
Be honest, under no circumstances give false information, just to be within the requirements of your client. Some sellers get excited and cheat the customer by responding at all times! YES LORD !, (you avoid it).
SECRET No. 12
Discard technicalities throughout the sale process. Don't make the customer dizzy with so much technical information.
SECRET No. 13
Demonstrate being a good person and a good professional.
SECRET No. 14
Sell Benefits, not features. Concentrate on the benefits that your product and / or service will provide to your client, now and in the future.
SECRET No. 15
Never back down when the customer or prospect says NO! This is the moment when the art of selling begins.
SECRET No. 16
Stay awake and attentive, "Shut up and Sell." (Close your sale) Practice when and how to close a sale.
SECRET No. 17
If you did not manage to close the sale, congratulate yourself, because it is a wonderful opportunity to improve. If you did not manage to close the sale, surely you have received a great lesson.
SECRET No. 18
Every customer complaint is a valuable opportunity to demonstrate that we are problem solvers and competent customer service. If you've already spent so much "Effort and Money" on attracting customers, don't let them go that easy, address the complaint and provide solutions.
SECRET No. 19
"Build lasting relationships with your customer and keep him captive." Become their facilitator. Maintain a personal and frequent relationship with people related to your Product inside and outside your client's organization. A good salesperson is charismatic.
"SATISFIED CUSTOMER = CAPTIVE CUSTOMER"
SECRET No. 20
"The seller's capital is your best treasure, take care of it.
SECRET No. 21
"Be dynamic, look for the top and don't let the turtle beat you." “Your clients have already learned how to buy and you, have you already learned Nvas. Sales Techniques? ”. Perfect your professional salesperson profile.
Final reflection
I invite you to go hand in hand with the changes, so that you do not become obsolete. Get up every morning with the high and solid feeling that you will succeed and it will be so. You were born to be great, everything depends on you.
May God light your way!
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