If we want to sell more, we must understand one of the keys that guarantee that we can make such an important wish come true: " the effectiveness of the seller in each interview."
We know that every sale is always carried out between two actors: the buyer and the seller, in different settings and in an area called “interview”. And this is applicable to all kinds of products or services, from the simplest to the most complex.
From an individual, a small business owner, to the president of a large business group, the final decision to buy is made by individuals.
Therefore, let us accept that in this essential management process that is the interview is precisely where each sale we obtain is achieved.
The possible scenarios in our days may be in a sales place, at the address of the potential buyer or client, by telephone, on television and online.
The key to every sale
In this interview, the potential buyer must go through the five stages that are described in the definition of The Professional Sale and through which absolutely all of us inexorably go through every time we act to satisfy a need or solve a problem.
In this scene, the potential buyer must receive stimuli (arguments, demonstrations, suggestions, etc.) that make them understand the benefits they will perceive regarding their particular need or problem.
In this way, their desire to be the owner or user of that product or service that responds "tailored" to what they were requiring is born and intensifies.
And as is the most common thing in any interview, you should receive efficient responses from the salesperson to your objections. Otherwise, it is obvious that you will not advance towards a final purchase decision.
This is achieved in an effective and fast way by learning to apply proven professional sales techniques that manage to develop in the seller the skills and abilities necessary to ensure that each potential buyer can become a customer with total satisfaction.
Seller effectiveness
The effectiveness of a salesperson is measured in terms of how many interviews he closed in relation to those he conducted in a given period of time.
For the salesperson to sell to the maximum of their potential, the sales techniques learned and permanently perfected provide them with the ability and dexterity necessary to conduct and lead each interview effectively and completely naturally. With this, he is achieving that his interviewee passes through each of the five stages of the whole sale process, previously described in the graph.
By learning to apply these sales techniques and gaining skill in their application, the salesperson acquires the following strengths:
- Naturally leads all your interviews It takes only the time necessary to close your interviews You have more time to increase your number of possible daily interviews Generates high satisfaction in each interviewee. This is because his intervention is perceived as that of a specialist in his field and the satisfaction he generated with his advice allows the happy client to return in the future for more, to recommend him to his friends with similar requirements, or to be buy in the near future in the case of not making your purchase.
Conclusions
Salespeople who operate in different scenarios with their products or services may have received some initial training, both formal and informal, or they may have learned from a more experienced salesperson or like many, simply "walking the way."
According to the quality of this initial training in its management will be the final result it generates in terms of sales. And everything that feels that there is a greater potential that you want to access to improve, this is totally possible.
Starting from the fact that sales arise from the sum of effective interviews carried out by the salesperson, if you want to achieve a solid and consistent increase in results throughout all the months of the year, it is now clear on who depends and what should be strengthened in its management.
All of them, or sales managers who really want to increase their effectiveness, today can learn sales techniques in different ways: through a distance course, in a face-to-face course or through a specialized book (see www. hellerconsulting.com/selling_books.htm)
We have surely heard it said that "between desire and fact there is a long way", so if we really want to increase our sales now we know what it is and how the essence can be accessed quickly and effectively to consistently sell more and better.
© Copyright, by Martín E. Heller - www.HellerConsulting.com
