How to trade and sell regardless of who you have in front of you. Negotiation and sales are a communication process, where two or more parties interact until they find an agreement and achieve what they are looking for. So an excellent salesperson is an excellent communicator. On a scale of 1 to 10… How good a communicator do you consider yourself to be?
Much has been said about how to negotiate and who else who least listened or even applied the concept of win-win results. So far, very good, but at the moment of the day to day, the truth is that many sales are lost due to not knowing how to negotiate and not having a well-defined sales process, even for those people who consider that they are good communicators.
Excellent communicator = Excellent Seller
The being a good communicator differs from the classic image of the commercial that talks and talks without stopping, of which thinks that having verb and be nice and is a good seller. Curiously, this profile of sellers usually have very poor results in times of skinny cows because this is where it is really tested if you are a good seller.
According to experts, in a negotiation you should spend 30 percent of the time talking, 45% listening. Writing and reading represent the remaining 9 and 16%.
These percentages indicate that to dominate the sale you have to master how to communicate effectively in different ways and know how to do it at all times.
A negotiation process establishes an exchange between two people who seek to reach an agreement to reach a mutually satisfactory result. Each party reciprocally exchanges with the other a wealth of information that goes beyond the words and ideas expressed.
In the negotiation process, the internal state of the person influences the results thanks to its direct relationship with internal processes, reasoning and behavior. Success is achieved based on personal choices, motivations, and beliefs that arise from internal states.
Effective communication in 2 simple steps
Along with the above, it is fundamental with the predominant channels of perception of the client (visual, auditory or Kinesthetic).
Step 1. Identify the predominant channel of customer perception
Step 2. Match, model, or adapt to the customer's predominant channel of communication.
Based on this, it is possible to apply the following suggestions to streamline the sale process and significantly increase your opportunities to close the sale.
How to sell to a visual person
Some examples of expressions that could be used to sell to a visual person, recognizing the same language would be:
• At first glance, you will notice that it is an excellent opportunity.
• Take time to take a look at the brochures.
• What did you think of the product?
• I agree with his point of view.
• Is the information I showed you clear?
• Looks great with that color.
• Look at it from another perspective.
• It has a horizon of opportunities.
How to sell to a hearing person
Remember that the language must be the same as your client's, so that they know that they speak the same language. For example:
• Sounds reasonable to me.
• Your opinion is very valid.
• It is in tune with your needs.
• Let me highlight the benefits of the product.
• I hear what you are saying.
• I'm all ears.
• How does what I said sound to you?
• I will specifically mention its characteristics.
• For hearing people, the most important thing is what they hear, so their best ally will always be their tone of voice and the specificity of the information.
How to sell to a kinesthetic person
The following examples are a sample of the use of expressions of the Kinesthetic language:
• Let me sensitize you to the topic.
• I am very pleased to deal with you.
• Do you feel it can be useful to you?
• I sense your concern.
• You will feel very happy with the purchase.
• I want to spark your interest.
• It is possible to sustain the offer.
• It will leave a pleasant taste in your mouth.
summarizing
Now is the time to reinvent yourself, to get the best out of yourself and enhance all your resources. Becoming an excellent communicator will lead you to be a first-rate sales professional with extraordinary results. Leave the figure of the seller behind, place orders and become a true commercial consultant.
Take advantage and lean with our coaching services Private Coaching to help you outline an action plan that takes you to the next level in communication skills and in this way you can duplicate your new tools and skills with your entire commercial team so that they take off once and for all. Request your Private Coaching program here.
