Do you want to be the biggest in Sales?
By: César Saddy.
Business developer advisor at the Hialeah Chamber of Commerce and Industries.
In Sales, there are two principles that can help you be the best in sales before you want to be the greatest. Here at the Hialeah Chamber of Commerce and Industries,
www.hialeahchamber.org , we are going to give you these two principles of luxury to be the best in sales:
1. Make sure people work together with the Client (Synergic Work)
Synergistic work with the client is based on both parties knowing what the other can offer. The customer trusts the skills of the company's representative, and the representative knows the customer's needs and ways of working.
• First, to reach this ideal level of cooperative work, the consultant, sales executive or
commercial representative must begin an arduous task of knowing the client, what he needs, what he wants, how he works and how he wants to work. Essential.
• Secondly, it is also very important to build trust between the two, work that begins when the client sees “his professional and personal promises fulfilled”. This includes a first class service to small calls, reminders, tips, alerts and generation of real solutions with a good pre-sale, sale and post-sale service.
• Third, remember to keep what you promised. In each need reflected by the client, the representative can say: "I am going to be very attentive to your case and I will communicate it to my superiors" and not do it, or he has been able to limit himself to keeping silent, mechanically asking for requirements and dismissing the client. client seeing the computer and not his face, without having made the slightest effort to connect emotionally with the client.
For these reasons, and given that the act of consumption is an emotional act and not a rational one, the client is given the task of traveling almost half an hour to go to the agency where he feels that he is served at ease. The client is cooperating with the advisor by moving from a remote location, possibly after he called the advisor. He also cooperates when he offers the bank representative data on his projects and realities so that the client can generate a solution.
2. Promote personalized selling
The more explicit and detailed you are in the customer benefit, the closer you will be to closing the sale. So get into the mind of the customer and reason out the benefits from their perspective or goals. He will appreciate it.
You can have the customer evaluate that description of the benefits. If you want to invoice quickly and repeatedly with the same client, forget about generic features that do not quite click in the mind of the potential client. You run the risk that the customer will dispatch you.
Remember: In effective sales, "Coffee for all" does not work. So…
• «You will look great because according to what you told me…»
• “You will be more successful because you need…”
• «You will like them more because according to your words…»
• “You will lose less money since, based on the reality of your company, the situation is..."
• “Your customers will be happier… she remembers the last time…”
• “You will be calmer since what you indicated…”
• “You will gain more time because…”
• «You deserve it because as you told me…»
For more information on this topic or information about our training and advisory services, write to: Esta dirección de correo electrónico está siendo protegida contra los robots de spam. Necesita tener JavaScript habilitado para poder verlo.
¿Quieres ser el más grande en Ventas? Primero asegúrate de ser el mejor (Parte I)
Author: César Saddy.
Business developer advisor at the Hialeah Chamber of Commerce and Industries.
En Ventas, hay dos principios que te pueden ayudar a ser el mejor en ventas antes de querer ser el más grande. Aquí en la Cámara de Comercio e Industrias de Hialeah, www.hialeahchamber.org , vamos a darte estos dos principios de lujo para que sea el mejor en ventas:
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