There are sellers who would manipulate any situation to close a sale at the cost of anything. If they only knew that successful selling is just the opposite! An honest salesperson builds long-term customer relationships more often than a manipulative salesperson.
The basis of a successful sale is the building of trust that is created in the buying process. The builder of that trust is the seller who will help to minimize the buyer's fears when making the purchase decision.
The steps to create this trust are defined in: « 8 sales moments »
1. Not selling
The first moment of sale is "do not sell". Since we must listen to understand the customer's need and the vision of their business that are the key to a deep understanding of the reason for buying and being able to satisfy the needs, in addition to building lasting business relationships.
«Tip's«:
- Listen to the customer Ask questions ("The question") Capture the customer's need Don't try to "just" sell on the first visit Look for "the details" Understand our customers' business (Why do they exist? What need do they satisfy? What can we do? to help you meet those needs?), etc.
"The art of selling is when the customer buys without noticing that we have sold" Dr. Habib Chamoun-Nicolás
2. The question
In this second moment of sale, it is important to ask open and closed questions before the first visit, in search of the customer's need, in the initial presentation, in the business proposal.
Open
- Get an idea of the general situation Understand the needs
Closed
- Specifies data collection
3. The analysis
Doing an analysis of the strengths and weaknesses of the competition and of our company with respect to the specific project in question is another moment of sale. As well as understanding Why us ?, What is the determining factor that differentiates us from the rest?
- Products and servicesCustomerCompetenceProject in questionMarket
4. Selection
This moment of sale is of utmost importance, we will be selective as we filter the prospects: bad or good it is proven that we can increase our hitting index by at least 30%.
Below we show the questions we should ask ourselves in the selection to validate the veracity of the prospect and the probability of becoming a customer:
- How do we find out? Is there an opportunity? Can we compete? Can we win? Is it worth it?
5. The strategy
- What is the OBJETIVE? (Persuasive or Informative) What elements must it contain? What is the audience? What do we want to do on the visit, when entering and leaving? How to break the ice?
- Who are the decision makers who will evaluate the proposal? What elements must it contain? What is the audience? What do we want to include and what not, in the proposal? How to break the ice?
6. The plan
We can visualize this moment of sale as the sum of all the moments in an action map
- What steps to follow? In what sequence? With whom and how?
7. The action
This is the difference between a successful and an unsuccessful sale, we must know "when" is the moment of action
- Do not wait for the client to say "YES" Help the client to make the decision
8. The closure
This is a moment of sale that becomes a moment of closure and these are the characteristics:
- PunctualSpecificFocused on detail
