Summary
A seller, in addition to having knowledge related to ethics, must have in mind basic knowledge of the specialty necessary to successfully carry out his work, taking into account the qualities that he must possess as a seller and develop his personality to the maximum because the first impression that this causes will lead to victory.
Introduction
The sales clerk must develop his personality, externalizing through a vocabulary, style, elocution, voice, looks, smiles, gestures and correct attitudes. It has no value or strength if you do not know how to externalize yourself, that is, express what you truly feel within yourself but in an appropriate way because the client judges what he sees, what he understands by the expressions he receives from you.
Development
The sale is a problem of influence and suggestion, which aims to make the client understand the ideas that the seller transmits to him, but to achieve this he must use one of his master weapons, his personality. Together, the seller must know himself and everything related to him, for this reason is that he must have deep knowledge of his customers and know how to differentiate them, for this there are different characterizations that when dominated by the seller will allow him to differentiate a customer on the other and treat them according to the characteristics they present. There are different types of clients and each one with different traits, values, attitudes and motives that differentiate them when making purchases, which is why we must not forget the following elements, keys to achieving successful sales.
Vocabulary
Words are the means by which he transmits his ideas to his interlocutor: the client. So you must always remember that your strength of conviction and persuasion depends:
Of the value of the strength of the ideas expressed.
From the selection of the words you use to communicate your ideas to the client.
You will convince, persuade, lead your customer to the purchase if your vocabulary is:
- Rico.Original.Claro.Preciso.Sugestivo.Simple.Affirmativo.
The voice:
The seller must always remember that the customer recognizes by your voice if you are convincing, sincere, enthusiastic and if you have an interest in him.
Your voice is a magnificent weapon, use it well, do not shoot with blank shots, do not speak only with your mouth, speak also and especially with your heart.
His look and expression:
The gaze is the first means of expression of personality, it is the # 1 weapon of persuasion. With his gaze:
- Create sympathy. Gain your customer's trust. Show enthusiasm and energy, communicate it to your customer. Show sincerity and openness. Show interest in your customer and their problems. Suggest, influence.
What a salesperson does not have to do with their eyes:
- Look into the air, on the ground, left or right during the act of selling. Avoid the customer's gaze. Look at the customer tenaciously. Look at the customer shyly or on the contrary, with aggressiveness. Show impatience.
What a salesperson has to do with his eyes:
- Look the client in the eye frankly, amicably, sincerely. Constantly keep eye contact during article presentation and demonstration. Remember that gaze is one of many ways to retain customer attention. your client and he will be obliged to look at you and listen to you.
The smile:
For you, seller, the smile is the indispensable complement of the look. She expresses her deep thoughts, she is the one who says: "I am happy to be with you, I am happy to help you."
Smile, show an open, spontaneous, sincere smile that comes from the heart.
The secret of true smile is in:
- Loving your profession Loving your customers Loving the items you sell Working with happiness and enthusiasm
The smile is a currency that can be lavished, because your bank account is inexhaustible.
The smile does not cost anything.
His gestures:
Gesture is a means of expression, suggestion and persuasion.
Use your gestures to sell better, show affirmation, energy, enthusiasm. Convey your personality through your gestures. The gesture must be true, natural, alive, spontaneous, personal. Get the gesture of yourself, of your heart, of the interest shown by the client, of your desire to understand his ideas, of his personality.
Make calm gestures, use them during the presentation and demonstration, but no speed, no short or dry movements that could distract the client.
Conclusions
Know how to use your eyes, your smile, your manners and it will increase your salesperson personality, guarantee of successful sales.
Bibliography
- Heller, Roberto. How to be successful in sales / Roberto Heller? Spain: Editorial Griflbo, 2000.? 72 P. Rozés Gilbert. Sell more, serve better / Gilbert Rozés. ? Spain: Ediciones Granica, 1991.? 18 P. Facci, Carlos. Sales force management / Carlos Facci. ? Argentina: Editorial Ugerman, 1999.? 318 P. Deysi, Gavín. Support material, Professional ethics. ? Cienfuegos, 2000.Allan L. Reid. Modern Sales Techniques and their Applications, Editorial Diana SA
