Like many, as a consumer I have had the opportunity to be interviewed by countless sellers. When trying to remember them, many of those scenes I see in black and white (if I remember them), however, very few of them are very present and I even visualize them in color.
In the foreword to my book "The Professional Selling", I expressed that selling is action, where the salesperson transmits his wonderful energy to share with each interviewee their needs or problems so that they can visualize the satisfaction or solution and always make their best decisions when respect.
The important thing here is where the essential seasonings come from, because when you discover them, you can apply them in your activity or have the best representatives who have them on the team, as well as being able to develop them in those who currently integrate it.
Since there is not yet a device that allows us to measure them with precision and objectivity in sales management, these can be detected in all human relationships when interacting personally, as well as by the results it produces in each case.
Let's accept that these condiments represent a valuable and important aspect of the seller's personality. However, by themselves they are not sufficient to generate the best and greatest results, unless they are supported by a solid knowledge of the management that must be carried out and perfected by your supervisor or manager.
How are they appreciated?
In every social event where there are interactions between people, the speaker is immediately appreciated and listened attentively, achieving wide acceptance with their circumstantial listeners with their comments.
The content may range from current affairs to the most witty jokes, but all of them get the attention of those who are close and this is the essential element to generate a good link for a successful interview in the sale.
Note also how he supports his arguments and responds to questions or objections that arise in every conversation, because his energy is oriented to illustrate, inform and share his points of view with conviction.
Where does it come from?
Any person can count on these condiments for sale, some because they have them in their being since they began to interact socially in school and they were developing it in their lives.
Others acquire them in another stage of life when they discover their values and are convinced about the contribution they can make to benefit other people by sharing their knowledge and also perfect it day by day.
In order to more clearly describe these essential condiments for sale, it arises from the following values that must be present in each person:
1. Commitment. Being committed to what it is, with the beneficial role it plays towards current and future clients and improving its essence and efficiency every day. This is then transmitted to the company and brands that it represents in its activity and with the products or services it offers to satisfy or solve the requirements of its interviewees. It is applied in the preparatory activities of every interview and makes them shine during their conduct.
2. Faith. Faith refers to the individual's set of beliefs and confidence in himself, in the path he has chosen and the beneficial potential that exists through each of his acts. It is totally appreciable in people when interacting since it generates the following indispensable value.
3. Passion. It is the way each person demonstrates their faith and commitment to the interlocutors. It is the salt that must season each sales link, since the enthusiasm with which passion is transmitted is totally contagious in those of us who interact because a passionate concept reaches deeper than one that is not. It is appreciated when there is enthusiasm when expressing different ideas, concepts, arguments and opinions. The interesting thing here is to keep in mind that it is not necessary to shout to show passion, but simply with our facial and body gestures, the intonation of our phrases and our gaze is more than enough to convey it.
Conclusions
The effect of remembrance is very important in the sale. Any pleasant bond that occurred in the past when the conditions were not yet met, will produce a wonderful effect in the future when the client's circumstances return to the subject.
In this way, which seller do you think they will contact again in such cases?
Finally, when you eat a salad or a Milanese, do you spice it up or not? We know that the taste is not the same when they are seasoned as when they are not, well then, why not add flavor to your sales interviews and perceive the difference in quality and quantity that you will obtain from that moment on?
© Copyright 2010, by Martín E. Heller.
