A subordinate I was in charge of told me: I make a terrible effort every day, I visit more and more clients, I stay longer on the street or make phone calls to sell and despite all that I do not sell, could you tell me for what reason, "I don't sell" ?, he asked me.
I am very aware of the talk I had with Tomás. One day he shows up at the office and says to me: please I need to talk to you, I said to him later, then he told me that he was working very hard, that he was trying outrageously, but that he was not achieving the objectives that were set for him.
I tried to inquire about him, I asked him if he liked the job, if he was preparing to acquire new knowledge, in addition to those provided by the company with the courses that were usually taught. Tomas was very sincere, he told me that sometimes he did, but not assiduously, while trying to find out, he told me: I think I don't sell because most of my clients are my friends and "I can't fool them."
So I tried to explain to him that in reality the clients, or friends, as he called them, had met them in the company, that he attended clients, that they could be friends with him or not, but that when he buys them it is because they have needs, the Customers, no matter how friendly they are, would not buy anything that they did not need and that would also harm themselves. Nor should you –I told him- should sell them something that they don't need since it would be a detriment to “their friends”.
I tried to clarify that selling is not getting friends "to buy from us", selling is satisfying real needs that customers have and that they may or may not be our friends.
So, reasoning with him, we made a list of the causes that usually make sellers fail; From this reasoning the following list emerged. The seller:
- You do not know the product you are offering. The price of the product seems expensive. He is not convinced of the quality of the product. He doesn't feel like a salesperson. He doesn't know how to look for a prospect. Selling is a somewhat deceptive activity for him. He has a bad attitude towards the profession. He believes that the company in order to sell hurts customers. He feels that he should be better paid. He does not believe that there are techniques to sell that are learned. You do not plan the visits of your clients based on their needs or your own. He does not see contact as an opportunity to do business for mutual benefit. It has no true vocation for sale.
I took the opportunity to give you some recommendations:
- Price is a marketing variable and not the cause that determines the purchase. Know how to transmit the benefits that will favor the client, when he buys what you sell. What the customer appreciates is the "product value" and not necessarily the price. Be interested in the characteristics of the product you sell. Price is not the scarecrow of sales, the price is a consequence of the value of the product you sell. You should inquire about the quality of what you sell, if the product is not good, you should not sell it. Find people who need what you sell, don't try to sell to just anyone. Your company meets needs, those who cheat are thieves. Learn the techniques they sell, they are powerful and infallible. Work in the activity that feels vocation (the call of the soul).
Successes and good sales.
