Often we tend to think that to build their wealth should make a big sale or enter into a big deal. It really is not recommended deal with only one big customer to make the “big one”, but much wiser would be able to have a wide and varied range of small business customers. This type of distribution allows the company to grow with a more solid basis, smarter and certainly less risky.

Most small businesses are not equipped to respond efficiently to a single large order, in addition, small businesses often use for their purchases of young guys with not much experience, and this can become another point to sell to small businesses, rather than a large company that employs highly qualified experts.
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Think for a moment about the true meaning of the word “seller”. If we look in the dictionary definition that we will be given will not always be positive, as they may appear as synonyms of “persuasion,” “incentive,” “hard sell”, etc…

E ‘for these synonyms and the type of use that is made of this word that the seller does not enjoy a good reputation at all, although you probably knew that already. In fact, some people may react negatively to the presence of a seller who wants to sell something by force, not worrying about the real needs of the customer. These prejudices make the sales job more difficult and hard, because you can not change people’s perceptions.
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Many marketing techniques have the sole goal of wanting to “close the sale” at any cost, thus reducing the load of the seller in a constant search for the customer who buys it does and what the seller’s forces, but remember that the way better to close a sale is to stop wanting to close the sale.

First, it is best to remember that no one likes to be pushed to do something, even if this could be good for them.

Second, even if we are selling things that can be helpful to our customers, but we continue to try to convince them explaining all the reasons why it might be good for them, our “endless” reasons and now want to close the deal could the suspicious customer, who might think that we are acting only for our interests and not for their trust and then stop.
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We conclude the series of the most common mistakes sales with the worst mistakes a seller can do: Suppose the client is ignorant, and then use sales techniques to convince or persuade.

The differences between a seller and a mediocre success are many and very easy to identify:

A successful salesperson thinks, “to serve a customer is an ‘opportunity’

• Seller mediocre thinking: “The customer is synonymous with money”
• The successful salesperson provides solutions during negotiations.
• The seller during negotiations mediocre thinking about how to make money.
• The successful salesperson says, “It’s a pleasure to serve you”
• Seller mediocre says: “This is what you are looking for”
• The successful salesperson has pleasure to meet its customers.
• The seller has mediocre pleasure only when its customers buy.
• The successful salesperson is aware that people need solutions to their needs.
• The seller believes that poor people just want the products.

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The sale usually can be likened to a psychological exercise through which the seller should find solutions to problems or needs of the customer.

Do not listen to the customer’s equivalent of going to the doctor and while you try to say you have a strong stomach, the doctor insists on administering a miracle drug to ease the headache. A customer who does not feel listened hard to buy a product.

Listening means understanding which product meets the needs of your customer. Do not focus exclusively in providing any information about the product. It could be enough a single feature of your product to fill the needs. (more…)

Get a double success means that the seller has been successful in selling and the customer in buying. If you give your customer the feeling of ‘winning’, surely you will get more orders from him. If the sale gave the impression of a victory by the seller on the customer, the closure has not been satisfactory, although the result was positive.
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Never attempt to confuse the customer by using jargon or technical language that is not entirely clear and understandable. That did not impress and the customer will not take no decision until you are sure that you fully understand what you are saying.
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The closing of a deal those results in a positive way should be considered as whole sales negotiations conducted with success. In fact, to maximize your chances of receiving a positive response and minimize those be told “No”, you create a series of assumptions that lead to a positive end. This means creating the right climate from the first contact with the customer. With this, I do not mean that you have to ask the order as soon as you step in, but you have in a sense put the client in a position to say “Yes” right from the start. Note that both think in positive terms from the beginning to the conclusion of the negotiations.
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Often the outcome of the sale is concentrated in a few minutes of conversation, so if you want to sell something we should first try to attract the attention of our party and steal his real interests and needs. In fact, when you interact with another person must first understand who you are in front, enter his world and only then can we bring our ideas and make them accept.

The only way we know the reality of another individual in such a short time is to ask him intelligent questions. Avoid then, the long monologues and opt for a conversation “active” participant in making the other party.

The best way to implement this strategy is to impose time limits. For example, impose not to speak for more than 60 seconds without making sure the other person is a participant in the conversation.
But how can you verify the participation of the potential buyer? Simple with the use of questions. ’S use of questions in the sales process is critical, because the way in which a question arises has the ability to influence the response expressed by the customer. In fact, the question can be formulated to elicit information on ‘buyer or to rational or emotional effects arise sull’interlocutore. During the early stages of the conversation you should ask questions that show facts and general information, not to embarrass the other party, to create a rapport and dialogue, and then you can ask deeper questions that require answers more complex and engaging. (more…)

1. Soprattutto we sell!
First of all we sell, the first people to buy your product or service, you must buy. What they’re saying, how you say it, how it presents and especially how it feels. See also means making the customer feel important, secure and relaxed.

For this you need to invest in them. The appearance counts for a lot of sales in the world, because you will begin to sell even before opening your mouth. And later, speaking with the customer will continue to sell your image.

Be clear when you speak, you speak in a simple, clear and safe you will give the image of a professional.
Do not talk to the customer, but talk with him. Do not let go long monologues, look for the box.
Make your presentation, but the protagonist of your story will always be the customer, not you or your sales. (more…)