Through more than 13 years in sales, having been in front of thousands of prospects, with products and services of different types, seeing other sellers interact with their prospects, some who are successful and others who are not, I have been able to identify, elements that are extremely basic but determining for sales and if you want to increase your sales, here broken down:
1. Knowledge of the Service
This may sound extremely basic and even ridiculous to mention it, however statistics continue to show us that 75% of customers know the product or service better than the seller itself, imagine if you were asked about a certain aspect of what you offer and do not give an answer, at that very moment, the client will walk away and will not close the sale, it not only remains there but also time, money and his prestige.
2. Knowledge of the Client
Nothing is more important than knowing your client, in all phases of the sale, knowing him well, will give you a better perspective of the client's needs and find the emotional connection points to close the sale, if you do not find the points you missed the closing opportunity.
3. Closing Techniques
This is one of the weak points of most sellers, it may happen that, they know the techniques but do not use them, for different reasons, many go on talking about the benefits and the great company they represent, but they forget one thing, the prospect does not want to listen to you, but rather to be heard, so listen well to your prospect and apply the closing techniques at the right time.
4. Professional presentation
The image is not important, the image is everything, pay attention to every detail of your presentation, an untidy presentation will denote informality, the same as a careless beard, a very short skirt can send the wrong message, excess makeup, the color of the clothes. Review how you dress, today and ask yourself, what I project today with my image is the right thing? Am I selling with my image? If so, how much?
