When it often seems that the process of a sales interview is always "uphill," positive buying signals show that this is not the case.
These signs are positive expressions of the interviewee regarding our products, services, brands, etc., which indicate a positive predisposition to complete the sale.
However, answering them systematically or spontaneously and in an effective way that leads to a closing of sales depends exclusively on the correct interpretation of the words, the tone of voice, the way in which the gestures of the person who issues it and the moment in What happens is essential to avoid making a serious mistake that surprises us with its effects.
Starting from a correct interpretation, applying a simple but effective sales technique will allow us to be on the threshold of a sales closing.
The reason for its importance in the interview
In order to understand the reason for its importance in any interview, we can simply point out that when this skillfully learned and executed technique is not applied, daily sales opportunities will be inexorably lost.
This is because, when this occurs and does not apply, the interview does not seem to have a certain ending, and there have been opportunities for this to happen. Maybe much earlier than you usually think an interview can last. And in this way, the enthusiasm on the part of the interviewee fades, thus missing a valuable opportunity to materialize it with a certain request.
Another factor that highlights its importance and effective treatment is given by the level of communication tuning that the representative achieves and that is perceived by each interviewee.
Through this tuning, it is possible to appreciate that the representative's attention is on the "frequency wave" emitted by his interlocutor and that he is also always warned by him.
In the case of traditional sellers, who speak and do not stop and prevent their interviewees from doing the same, only the representative's interest in selling stands out, not that they buy with complete satisfaction.
In such cases, the message that the interviewee thinks between the lines is: "they are not interested in anything that I really look for and need", when we know that this is the opposite of what we want to achieve through professionalized management.
Management keys
Each sales technique represents the most effective tools to increase the closing capacity in every representative and in each of the interviews that he conducts daily.
Learning to apply them is very simple, especially if they are used and perfected through their execution over time.
To this must be added what we pointed out in our previous article referring to the treatment of Objections. The selection profile of the representative of products and services to carry out professionalized management must fundamentally include the characteristics of a "fluent oral expression" and a "natural predisposition to benefit others".
The latter can be explained and taught, especially to those who have this condition. But it is difficult to achieve with those who are only individualistic, self-centered and disinterested sellers in benefiting others with their actions.
And «fluent oral expression» is the condition that allows expressing with clarity and simplicity even the most complex of intangible ideas and services. Without it, unfortunately many products and services that cannot be physically displayed will not be able to carry out the necessary induction through the five stages of the sales process that we have been developing up to this article.
Finally, everything that we manage to involve and feel our interlocutors on a daily basis in relation to what we offer, will depend on the profile that each representative has and on the way in which we have trained them initially and continuously to achieve their maximum sales potential against the opportunities that the market has.
References:
La Venta Profesional ©, Sales Courses. See Modules 7 and 7.5.
© Copyright 2003, by Martín E. Heller
