In order to successfully sell the product, you need to learn how to do it. It is no accident that there are many trainings and seminars for those who are engaged in the implementation of certain products. And the best advice for successful sales from coaches and consultants is given below.
Actually, we only sell our status. You need to be an expert and an expert in your field. But it should not be the one in which your services and products are located. Much more important is the area that represents the client’s business. If you show him an expert on his own field, then it’s silly to argue about the price. If most meetings start and end with questions about the price, then it says that you, perhaps, are a good person and a businessman, but could not sell the status of an expert.
Honesty of work.
The client should hear from you the truth – you are profitable to work honestly. Statistics say that a satisfied customer will tell about his impressions to three acquaintances, but the dissatisfied will share with 10-20. Knowing this, is it profitable to deceive customers? It turns out that honest work is a blow below the belt for competitors, this can be a stunning news for customers. There is a stereotype that a businessman should not expect honesty. Do not dissuade the client in words, it’s best to show him that you are not only honest, but also an expert.
Sell on time.
You can not sell constantly – everything has its time. The seller is not a traveling salesman. There are other rules, a different cycle of the deal and its value. If earlier the preparation took 10% of the time, and the rest went to work with the client, now the numbers are reversed. There are no sellers who “know how to make deals”. It is necessary to work qualitatively at all stages: the search for the client, the determination of his needs, the presentation of the product, the proof of his advantages, the conclusion of the transaction.
Start with domestic sales.
Before you organize sales to your customers, you need to work on domestic sales. One in the field is not a warrior. This is too serious a matter to give it to the rank and file sellers. If sales determine the welfare of the company, then it should participate in the process in full. If the sales department has a division into “we” (sellers) and “they” (the other employees), then this is a bad sign. The seller must sell, if he says that he could not achieve results due to service, logistics, production or finance, it is a sign that he has to do most of the domestic sales. And only when certain conditions are achieved will it become possible to begin selling directly to customers.
Avoid comparison with others.
It is necessary to create such conditions that the client does not have to compare you with competitors. There must be a way to stand out. The situation, when everyone is the same, should not happen. If the client starts talking about this, then his next phrase will be about the discount. Product positioning takes place in the client’s head, he must see and feel the difference. If this did not happen, then your product is faceless. It is worthwhile to look for tangible differences with the goods of competitors, without waiting for the client to become an expert. And these differences can relate to products, services, companies, but most importantly – the seller himself. If a product or an enterprise can be partially improved, then managers have limitless opportunities for self-improvement.
Understand the fears of customers.
One hundred years ago, sellers played the role of “clowns”. They had to draw attention to themselves and persuade them to make a deal. Then they began to demand “walking directories,” peppering with facts about the product. The next stage of the seller – “special forces”, which seeks to sell at any cost. Today, the manager acts as a partner of his client, who respects him, listens to and signs only mutually beneficial contracts. If the client leaves and promises to consider the proposal, then you must understand that the result is not achieved.When everything is done as expected, the transaction is immediately executed. If the client leaves and takes time to meditate, then something scared him. That’s what I need to know about. If it is a question of price, then it is worthwhile to develop an action plan for this case. If the case is in quality, then the actions should be different, if the uncertainty about the company’s capabilities is the third. In any case, the seller should know how to deal with the possible fears of their customers.
Managing customer expectations.
The seller must manage the expectations of his client. The panic fear of losing it leads to the fact that sometimes it is promised more than can really be offered. Another option is a hesitant restriction of unrealistic requirements or wishes. The client often has to work on the basis of what is urgent, not what’s important. The seller-professional is not afraid of the overstated expectations of the client, seeing in it not a problem, and opportunities. You can ask a few questions about the previous experience, the client’s budget, his fears, understand the decision-making system. The expert will have to streamline these expectations, to be honest, what is possible and what is not, how much it will cost and on what terms the deal will take place. The client must understand this, if he can not do this, then the fault of the broken transaction already lies on it.
Learn the basics of project management.
It is important to understand that staying permanently in the previous boundaries, it will not work effectively. Englishmen for a long time already combine words “product” and “service” that means their inseparability. There is no product without a service, and vice versa. In the future, managers will be forced to orientate well in four areas at once: to be able to sell (this is actual today), to know the subject area from a technical point of view, to manage projects, to have general concepts of business. And project management is important because it is in this area that sellers know the least. Few people will be able to answer when the operations are over and projects are starting. Even formal training on project management from sellers usually does not.
You need to work more and differently.
Famous American businessman Armand Hammer said that he starts to carry when he works 14 hours a day 7 days a week. The real champions come just like that. It is worth forgetting about the stupid myth that some can be sellers, and others – not. Talent will help to become outstanding, although you need to work a lot here. Just a good seller can be many. One of the conditions for success is easy work for your own pleasure. Doing the same things for years is the only thing that can be hoped for by optimists. You have to understand that change is part of life. It is no coincidence that someone said that in the future there will be only two types of companies – dead and fast.
A stern stone face is not the only sign of a professional. It is necessary to smile more often. How can a seller agree that it is his product that the customer does not need? So on sales nothing to earn. The client needs the seller’s experience, with victories and defeats, his knowledge of the success factors. And if for him it can be hidden, then the seller should have these questions. Do not show your face that everything is bad and unpromising, and around some problems. Your smile will give the client optimism. He will understand that he addressed to the address. Believe me, he already has enough problems, the lean face will be out of place.