Techniques to sell

Young smiling woman with card holding it over payment terminal while paying for her order in cafe

In addition to academics and experts in marketing and business management, many people who have made a living selling for years often end up writing books explaining their secrets on sales techniques or teaching sales training courses. After contacting a group of Spanish experts who meet some of these characteristics, they have provided us with some fundamental advice to sell more with less effort. This is a selection of the most practical, to which we add some self-made tips.

1. Be very careful with misunderstood ambitions!

Being ambitious and wanting to improve is typical of humans, but beware of misunderstood ambitions! If you only think about what you are going to earn, the client will perceive that the only thing that interests you is the commission. If you’re too aggressive, you might sell to him, but you’ll lose a customer in perpetuity. If you focus on what you can contribute, you will get a client instead of a sale. Never forget that good business is done when both parties are happy and if you far exceed the expectations created, you will have an apostle.

2. It is very important that you set daily, weekly goals…

Setting a sales or billing figure stimulates the orientation to the “pitch.” One tip: Better than that, look at daily and weekly actions: “I have to make so many calls to this list of clients every day, and so many visits to these contacts every week.” In sales, results are the consequence of a job well done.

If you aim at nothing, you will most likely hit, but the prize is nothing. Sales are always the consequence of a job well done, so even if the real objective is to sell, you have to translate the objective into rhythms and types of work.

The objectives are the thermometer that indicates if we are working on the right path. And they are an excellent motivational engine, because they allow us to set in each period (week, month, etc.) the clear and specific direction of where we are going and what we want to achieve. To grow professionally it is advisable to have our own sales objectives. Of course, remember that a human being is not a target. And another thing: The ugly is not for sale. There is nothing uglier than a face of goals to meet.

3. Manage your territory or sales area in ways that maximize your results.

Group the visits by geographical area if you are a professional, or by type of client if you are a novice (as soon as you have visited several clients of the same type you will feel more secure). Ultimately, you need an action plan.

Follow your action plan avoiding the traditional post-since method , that is, « Since I ‘m here, I’m going to see the client So-and-so who is very nice and is next door». If it was not time to see Fulanito today, well, he is not seen ”. Don’t dwell on clients who have rejected you outright three times. Reduce the frequency of visits, they still charge new interest.

4. If the person on the phone shows reluctance to put the call through, be polite.

The secretary is your friend, not your enemy. She is taking care that your client is not bothered by the other sellers of the competition, that is why she tests who should deserve to be received and who should not. So it is enough to treat her as one more collaborator of yours, and so it will be. There is only one exception, the ‘ pitbull adjuncts ‘, which are fortunately very rare. You have to be careful because they bite on the phone, so don’t hit your ear. For those you have to use special tricks, like sending them a numbing ribeye, notifying the department of aggressive animals and things like that. The amount of opportunities and good purchases that those who have that type of secretaries lose! You have to show them respect and, when possible, use details and gifts. Seek personal complicity.

5. Learn the names of the people who act as filters.

You may not get through to the person you want to talk to, but when you try again another day, as is your obligation, you will make a better impression if you start calling the filter by name. If you do get to talk to the target person of your call, don’t even think of saying that they made it difficult for you to reach him (or her). Filters are there to do what they’ve done to you. And do you know who commissioned them to do so? Precisely the person with whom you are talking now, who will feel that you are criticizing him (or her). Bad start, right?

6. If when calling a potential customer the answering machine ‘jumps’, try not to make

your message sound like a salesperson. You can say…

“Good morning, I’m Manuel… I’m calling you because, while searching the Chamber of Commerce database (yellow pages, white pages, any company directory, list of suppliers, etc.), I saw the name of your company and I would like to know exactly what your activity is. Please, call me on the phone… Thank you very much». Most people can’t resist the opportunity to talk about his favorite topic, his company. He will surely call you back.

7. If the customer calls you back, empathize with him and don’t rush.

Identify yourself with your name and surnames, without forgetting the name of your company. Try to empathize with him. Be interested in what they do in his company and how they do it, and don’t talk about your activity unless he asks you. A few days later, he calls you back, surely he will remember you and get on the phone. So, he tries to get a personal interview to explain that your company has a product or service that can help him improve his business.

Be very clear about what you are going to say, and say it with a smile. The smile is ‘heard’ on the phone”. And don’t forget to identify the customer, that is, find out if he is a person with purchasing power. To do this, ask how many people are involved in the purchase process.

8. Never ask a stranger how are you?

If you don’t know him at all, this question usually causes mistrust and the potential client will think that your only purpose is to place the product.

9. Never start the cold call joking with your interlocutor.

It can be tremendously dangerous. You must attract the customer’s attention, of course, but with a result that enhances the professionalism of your image. Act serious. You do not know how he is going to interpret that phrase that seems to you full of wit. If his point of view is different, he will not want to continue paying attention to you.

10. Do not hurt their self-esteem with the argument of your call.

If the prospect asks why you’re calling, or why you want them to see you, don’t tell them you have a great idea, and when you tell them about it they’re going to be bowled over by your genius and wonder how they didn’t know. It has happened to him in his thirty years of work.

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