You don't have to be a seller to sell and earn business. Regardless of the type of sales you make, it is essential to have a passion for what is sold, as well as having a well-defined sales process to sell more with less effort in much less time. In other words, you have to know the basics of being a star seller.
Lawyers, architects, butchers, restaurateurs, carpenters, housewives, and many other entrepreneurs who own or are in charge of their own businesses often have trouble winning business and selling. They are usually very good at what they do, their ideas and ventures are first class, but the but comes when it is time to sell yourself or sell the product or service they offer.
Am I or am I not?
"I am not a seller", "I am not good at sales", "this thing about selling is not for me", etc, etc, etc. Phrases of discouragement or lack of confidence lead to nothing more than getting frustrated and feeling helpless. You have to do something to get the business off the ground, but what?
The idea or the concept of the seller that many people have can disfigure the great work that this profession gives. The truth is that whoever is in charge of a business, be it the owner, an employee or administrator, must at some point face being with the client and seek to win the business.
To know how to sell like the greats, it is not necessary to say that it is a seller, it is necessary to know the bases that the star sellers do. In other words, knowing the bases of a well-defined sales process. These bases are the same for transactional or consultative sales. For example, a person who is behind a counter selling nails (transactional sale), his technique and skill is different from someone who sells a car or a mortgage (consultative sale), but the basis for winning the customer is the same.
Clearly define
The objective of a sales process is to verify in real time and in an objective way the possibilities of winning a sale. Hence, selling is not a single activity, it is a set of activities designed to promote the purchase of a product or service and these activities are carried out during various phases.
It is clear that these phases or stages vary from the type of sales that are made. The sales process is longer and more elaborate in consultative than in transactional sales, but both types of sales have 3 fundamental points in common:
1. Passion
If you believe in what you sell, it is very easy to transmit the sensations and emotions that bring the client closer to our product because we have already lived the experience and it is easy to transmit the passion for what we believe in what we sell.
2. Lasting relationship
Create lasting customer relationships. This is vital to getting an invitation to start a business relationship and involves removing the client's resistance to listening to us. The invitation is not an entry to start a sales presentation, but only for the seller to introduce himself and create a link and there is a communication, a starting point.
3. Trust
Before being able to identify a client's needs, it is necessary to create a climate of trust that invites the exchange of ideas. This climate requires a careful balance between bonding and the use of persuasion. Before addressing needs or facilitating a decision, you need to sell yourself.
The central idea of these 3 steps is to quickly create a link strong enough to be "invited" to continue the process of introducing yourself and your service or product.
Finally, if the link creation has been successful and a good exchange of ideas with the potential client has been achieved, the closing of the operation should be the logical outcome.
Concluding
A well-defined sales process is the key to closing more sales in less time. The sales process is not linear, it does not go from the first stage to the second and it continues to move forward. It is a constant cyclical process; Often the exchange of information can create resistance and it is impossible to continue the process in the face of this obstacle. The solution is to go back to the first stage and try to get an invitation to continue again.
