As a micro, small or medium entrepreneur, you are always looking for a way to close more sales, generate new customers and grow your business to achieve the economic stability that you have always dreamed of, despite the current times of the global economy, as well as the evolution of the markets in recent years, have caused very strong changes in the way of selling.
Two or three decades ago, it was enough to have a varied inventory with the latest trends to be able to compete. According to the Yankovich research company, today an average person receives 5,000 advertising messages per day. This means that in order to sell, you must have a winning position in the market.
If your company is not one of those that make up 5% of the large companies nationwide and is part of 95% of the country's MSMEs, it is very difficult for your company to enjoy such wide recognition that any “son of a neighbor Really know her.
To be able to compete in today's markets, your sales force is required to become an advisor rather than a salesperson.
In order to become a top-level business advisor and exponentially accelerate your business profits, we advise you to follow these four great steps:
- Understand that anyone's purchasing decisions are based on 95% on the emotional part (status, perceptions, benefits, feelings, etc.) and only 5% on the rational part (price, characteristics, measurements, sizes, etc.). From the above, it is clear that if you have salespeople who all they do to sell is to memorize a catalog of products and / or services, the only thing you have in your company are “talking catalogs” and not commercial consultants. Identify your customer's purchase motives: anyone starts their purchase process with some dissatisfaction or desire. This, for the clients of a bakery, could mean that they come to buy a cake because: they have a craving, a social event, they want to look good with someone, they are impulsive cake eaters, they celebrate an anniversary, etc. From the previous point, their The company must transform itself and offer high added value solutions for its clients. Some examples of the traditional approach versus the solutions approach would be:
| TURN | PRODUCT APPROACH | HOW TO SELL WITH A SOLUTION FOCUS |
| Office Furniture | Chairs with backrest, galvanized steel, etc. | Increase the productivity of your employees through our executive chairs that will allow them to work more comfortably and with the highest degree of concentration you have ever seen. |
| Technology distributor | Laptops with 160GB RAM, 1.8 GHZ Celeron processor |
Motivate your staff by our teams with the highest technology to increase their productivity, reducing thus the downtime to the allow work from home. |
| Car dealers | Cars with 3.5 meters long, different colors,
leather interiors, reinforced titanium wheels, with quick ignition and battery cut-off in case of theft |
Reduce taxes and increase your cash flow through our pure leasing and motivate your best employees in your next month-end by giving them public recognition for their performance by handing them the keys to our latest models. |
| Software development | Point of sale systems with the possibility of making
cash cuts, daily backups, tickets, etc. |
Increase your sales and reduce your inventory through the statistics of our point of
sale system and avoid theft by making cash cuts twice a day |
- Train your sales force: hold internal workshops to share experiences of the latest big sales among your advisors, generate dynamics to present new alternatives and applications of your products and / or services, emulate situations similar to those of real life to put in Practice what you have learned and receive feedback from your sales team.
If you manage to interact and implement these four recommendations, we assure you that your business will have a long life and best of all you will see your profits increase exponentially, obtaining in turn, the motivation and commitment of your employees and strength. sales, because… after all, who doesn't like working in a successful company?
