Author: mmi

The 7 points of sale

What, who, where, what, when, how and why? These are the 7 questions that every man must stand and note sale to meet its goal of selling.
The art of selling is a very old craft, but the sales techniques are continuously updated as are thousands of variables that the market presents.

The significance of the 7 items listed above is as follows:

What? The knowledge of good that’s about to be sold;
Who? Means identifying the user of the asset and what are its present needs and latent;
Where? Regards localization, the area where the customer is the actual or potential;
How much? And the determination of the quantity of goods that can meet the needs of customers;
When? Is finding the time when the needs of that client may occur;
How? It is the way, the technique, the strategy with which to satisfy the customer need and thus make the sale;
Why? Are the reasons, the reasons why the sale was not made? This is the question that must always be not to make the same mistake twice.

Tags point, question, sales

Sales Techniques

The art of negotiation

The negotiation is part of the daily life of any person, but in business it is absolutely essential for success. Do not pay due attention to the trading company may lose key customers and paralyze rapidly. Most of the trading strategies appear to be common sense, but often people do you take the emotion of the moment, ignores common sense and follow the ‘instinct. The emotion, luck and magic have no place in a successful negotiation! Perseverance, skill and discipline are needed to handle the circumstances and check the best deal possible.

Negotiators experts often define their work and their methods as the “negotiation game”, this definition may be inappropriate for certain when the stakes are high. However, we can define the negotiation just like a game between two parties where you need to check their egos and keep an eye on the big picture at any moment.

The preparation

The negotiations should be preceded by a preparation of the field of “game”. During this stage you must get as much information as possible on the agreement that you want to contract and the person with whom you should address. Knowing the ‘agreement is being negotiated will help us focus on the strengths and weaknesses of trading. If the other party is very likely to have experienced a history that might contain useful information. If possible, you should talk to colleagues who have already experienced a negotiation with this person, because many negotiators always develop the same patterns and styles so that you can use to their advantage.

If you are a buyer, make sure you are familiar with the product or service that will be addressed in the negotiations. If you notice other side of your weakness on the details or the product may have as its primary objective to make a bluff or they can be designed to create anxiety and uncertainty. Psychology plays a crucial role in the ability to exploit the lack of competence and preparation of the other and so the ability to anticipate the next move.

Most of the negotiators has one goal in mind before starting, for example, the price. The negotiation should be based on realistic expectations, taking into account certain constraints that may be superficial. During the course of negotiation, the target may change due to some unforeseen changes or actions made by one party, so the ultimate goal must be realistic and would hold the first offer or counteroffer.

Before starting negotiations, will require that the other party is fully empowered to make binding commitments, unless you want to find in a position where you feel you have reached an agreement, only to find that the agreement must be approved from someone else who is higher up the chain.

The strategy

There are fundamental principles that must apply to every negotiation. The first offer is usually the most important step is the benchmark by which all subsequent bids will be judged and compared. You do not ever get what you ask, so it is important to make the first offer aggressive and effective. The asking price usually includes a margin or a block or to kick off the negotiation. The goal is to make a good deal and then, hopefully, start to discount the seller that we expect. Do not worry about offending the other party, because until the offer is not ridiculous, the other negotiator will continue the negotiations in the hope of resolving it in the best way.

As a buyer, do not completely reveal the available budget or other constraints for the ongoing negotiation. In fact, the promoters from favorite trick is to mix the product specifications, deadlines or other parameters, in order to sell an inferior product at a price that the buyer is willing to spend.

There must always be something positive that gives way to the negotiation. If you present a product to a buyer, you should consider the inclusion of commercials and speeches to draw attention to the other party. We must observe the clues, like body movements, the objections and reactions to what is being said. Be prepared to suspend or cancel the negotiation can be useful when things are not going anywhere either party seems stuck in your position, so it is useless to continue under these conditions. If you come near the conclusion of the negotiation will feel the pressure to close the deal, but instead, we must be able to be patient when the other party is not. This can be difficult for those who are rewarded with instant gratification (the closure of ‘deal), but the last thing you need to think about the other part is that you want to finish quickly because there has been no evidence to contradict.

From a contractual point of view, a counter will automatically reject all previous bids. Once an offer is made, you should expect to accept or reject the offer, or make a counteroffer to keep the negotiations open. If the proposal is rejected and we are required to submit a new bid or better, do not fall into the trap, since it would amount to negotiate with them, and you should never do this. If the last offer on the table is yours, you should always insist on a counter to force the other party to change its position before making another offer.

In addition to exploiting the weaknesses of the other party, the focus is best to take advantage of its capabilities. If you are the sole supplier for a particular product, it will be possible to speculate on the whole line of products offered. If the economic conditions have created a market where the product is sold is in great demand and supply is low, you will have the power to contract with a higher price. However, if you are the buyer, in the early stages of market crisis and low demand for the product, you typically have the advantage of good deals and check the best prices due to slackening demand. The current economic situation is a classic example of what happens when supply far exceeds demand and therefore there is a decline in market prices due to promotional offers and discounts offered by retailers.

You will need to establish a solid base at the beginning of the negotiation process, demonstrating their knowledge and technical expertise on the subject of negotiation. In practice, this “game” can intimidate the other party and allow you to strengthen your credibility.

Tenders

The offer is much more than just a sum of money; it must include all elements of negotiations and is the basis for a contract that formalizes the agreement. In fact, make an offer without fixing all the details, can be discovered only at the end that there was no point ‘encounter with the other party. The basis of the pact should include the offer price, the statement of work to be done, the identification and quantity of goods or services offered, delivery times, warranties, terms and conditions of the offer and the various and any documents incorporated by reference.

Set aside during the negotiation is always an element of an exchange to negotiate, such as a lower price for a different option. These elements of an exchange for trading should be kept hidden until you need it to close the deal and get the price you want. Even if your primary goal is usually the price, you should always remember all the other elements of ‘supply. You should not be forced to accept the proposed contracts as “industry standard” or as “something that is always used.” We must remember that everything, absolutely everything is open to change. If the other party refuses to amend the onerous conditions, it is better to consider the possibility to apply somewhere else.

To avoid misunderstandings, the offers should be submitted in writing and include all elements of the pact. It’s a good idea to write down notes with the reasons for each offer. These notes, of course, will not be disclosed to the other party, may be valuable in case things go wrong and need to restart the negotiation. During the negotiation process (even if it is successful) you will still be able to learn the dynamics of the negotiation, and to refine the approach and technique. If you work for a company, the notes are frequently used to document the outcome of the negotiations or to complete the tender documentation.

Solutions for win

Throughout the negotiations we must try to determine what is believed to be an acceptable outcome for the other party. It may be a combination of different things that are not necessarily related only to price. For example, the delivery date may be the most important thing for the other side, while the product quality may be the secondary factor.

Understand the priorities of the other party is just as important as knowing one’s own, in order to understand what would you do if I were in his shoes. In building your bids there should be an attempt to meet some of the priorities of the other party, but in a way that does not weaken your position overall. We must be prepared to sacrifice the little things in exchange for the bigger things that you do not want to grant. It ‘must, therefore, know your limits and know how much you are willing to move forward on all aspects of the transaction.

You have the power to influence the negotiation process on your behalf, and so the aim should be to ensure a good deal, do not pull the rope to the other party too, especially if you often negotiate together. The most effective negotiators are professionals who know their job and do not reveal their personality or irrational behavior that could interfere with their mission. Will they do believe the other party to have done the absolute best deal?

Once the deal is completed, you should be able to work effectively with persons of the other Party during the whole execution of the contract, in fact, if not satisfied, probably; the other party will not negotiate with you in more future. The comparison is a common phenomenon during the negotiation, in fact, at some point the cooperation and compromise will be needed to get a deal.

The closure

A successful negotiation requires a sense of time, creativity and a profound awareness and ability to anticipate the next moves of the counterpart. Negotiation is like a game of chess, each move must be made not only to build the next move, but also to advance. Generally, the moves should be progressive, and of course you can expect the same thing the other side.

You have to have in mind the purpose of negotiation, the only way to decide the strategy and be prepared to close the deal by playing the last chance if the parties are close to conclusion, but they can not make that leap that brings them closer. All offers that lead to that point in the negotiations are important because they set the stage for the final handshake.

Sales Techniques

The trade visit

Negotiating can be compared in some way to adapt to change, being a diplomat and never to bring your partner to lose face. Think of it as an ally, never as an opponent. If you treat your partner as an ally, he will be tempted to become one. Make sure that at the end of the talks also your customer is happy, and if the negotiation fails for any reason, offer a pause for reflection, but never abruptly break the deal. With this method of negotiating win-win can be traded in an efficient and stress free.

Now all we have read tips, sales techniques, and sales strategies and so on. Etc… Some of these strategies work well and others looking ‘less, depends on the area in which we work and personality of the seller. Not all marketing strategies work the same way. What for some is “miraculous” for other just does not work. Addressing a business visit to a potential customer, who does not know, can be a big problem especially if you are not used, but you have to do to attract new customers.
To make the visit as effective as possible, before going to visit any potential client, we must prepare a mini presentation of our company; we make our own to make it as natural as possible. This is an exercise we must do to make us safe and to convey a particular message or a certain image of who we are presenting. The recording of the message serves to clarify our ideas and do not run out of words. Also fulfills a simple lineup of speeches to be addressed, but then it must be repeated and repeated until the display in a fluid and natural.
Here we will expose a guideline that will help you tackle the business visit in the most efficient and prepared as possible.

● Define the commercial purpose of the visit. The purpose of the visit should not necessarily be the closing of the sale agreement during the visit. Unless you work for a company that aims to close in the first visit (depends on areas), your primary goal is to make known your company for future business relations. During the visit you should focus your attention on one point: target and attract the attention of the customer.

● Obtaining information. The second goal is to get as much information as possible about the company you are visiting. You will need to focus your conversation on what is really important to your potential customer. In this respect, before visiting the customer, it is good information; the Internet will be of great help, visit the customer site and found useful information or news related to your visit. E ‘needs to know who he is and what it does. Can also be useful to visit Linked In (or other social networks) to visit the profile of the person you meet.

● Be on time. Today we are all busy and you may have given up other activities to meet you. If you arrive late at the meeting probably will not be a good idea of you and your company.

● Appearance counts.’s Clothing matters and must also chooses according to your company, Client Company and the product sold. No need to put in a tuxedo if you go to sell products to shops, but you should always give an image of honesty, integrity and order. Your appearance should reflect you and your company in a natural way.

● Have the necessary materials. Before leaving, check that you have everything you need to introduce the company and the product in a complete and comprehensive. It’s good to prepare a presentation not long, but then the deeper aspects relevant to the customer, making the presentation interactive and engaging.

● Be attentive and listen. Every detail can help to focus the visit on what matters to the customer and closer to the ultimate objective. Therefore, listen with interest to what the customer has to say, ask questions relevant and appropriate to investigate issues of concern to the customer. Any information that you’ll take home will help to build strategic relationships and future.

● Avoid lengthy presentations. Avoid them especially if you see interest in the potential customer.

● Write down the information. Remember to keep detailed on a board that reviews all the information you found during your visit to sell. Mark the dates, names and specific interests of clients. What now seems clear in a few months you can not remember it.

Many times the commercial success of a visit depends on many circumstances in a given time may not converge, but they can build the foundations for a future relationship. This concept is important that the seller knows perceive it. If the potential customer visited there wants an offer, you sign a contract or do not already have a service or product similar to yours, does not mean you forget it forever, and discard the profile. The important thing is to monitor and keep in touch with him. The customer will perceive your professionalism and your good intentions and probably will focus on you in the future.

Negotiating Win-Win is a marketing strategy based on achieving an agreement favorable and beneficial to both parties.

Win-Win negotiation with both the buyer and seller come out winners from the negotiation, then, thanks to this marketing strategy will get the most pleasant transactions, complete and lasting.

Here we see what are the 7 key benefited that are obtained using the Win-Win negotiation.

1. With the Win-Win negotiation you avoid making enemies. Strive to build a network of suppliers, customers, employees and consultants who work amicably with you. People who are always trying to squeeze the lemon until the end, negotiations in the so-called “Win-Lose”, often leave dissatisfaction nell’interlocutore who took part in the negotiations.

2. With a Win-Win approach often comes before the conclusion of the negotiations, as both sides strive to reach an agreement.

3. The Win-Win process benefits from the creative efforts of the two parties to work together on a single problem to find a solution compatible with the interests of both parties, instead of having two opponents firmly on their positions.

4. The two parties, together, form the basis for a lasting collaboration. Once you establish a climate of trust, the relationship is beneficial to further negotiations.

5. The Win-Win Agreement with respect to a happy ending imposed agreement. In many cases, if the other party comes out a loser from the negotiation is going to undermine the relationship. Often negotiations Win-Lose-Lose Lose soon become because the relationship between the two parties may break and just one win during a negotiated compromise future agreements.

6. The Win-Win is more effective. This approach has the advantage of motivating the parties and closing the deal and to open a new route of communication between the parties.

7. Win-Win Negotiation is pleasant and less stressful. This last point has nothing to do with purely economic interests of the company, but less stress is a guarantee of greater efficiency.

To conclude we can say that the negotiation “Win-Win” is first and foremost a business philosophy based on understanding and cooperation, capable of creating value and wealth for companies that use it.

Sales Strategies

Strategies to sell

Most entrepreneurs start their business with great enthusiasm. There are many sacrifices made to start and grow’s activities, it focuses attention on every detail, from production to packaging, from pre-sales service after-sales service. Unfortunately, a large proportion of entrepreneurs is focused on short sale real and poses the following questions: how to sell the product, which proposes to offer commercial customers, such as raising awareness of the product and the company. In short, it pays little attention to planning an effective marketing strategy.

Regardless of the size of your company, your marketing strategy has to do with all the ideas and techniques to use with your clients to know and buy the product.

At this point you’re wondering how to plan an effective marketing strategy, and here we list some tips to get started:

Establish sales targets: Plan sales targets for the short, medium and long term. Obviously not enough to want to sell now and then, the goals must be realistic and objective. Also should be studied so as to enable you to assess both the human resources (sellers) and the promotional activities undertaken.
Establish the necessary resources to achieve goals. Once you have defined objectives, it is necessary to quantify the necessary resources (human and financial) to achieve those goals. It is therefore necessary to plan a budget to promote and publicize the activities in order to attract potential customers.
Review your progress monthly. As part of normal sales activities should monitor progress monthly. If for example you have 3 and each trader has monthly sales target 10 should be monitored monthly to achieve the target. This assessment will allow you to have the situation under control and to face the market quickly if sales differ greatly from the objectives. Obviously, this process contemplates that the seller is enabled to be able to sell the product (offers, brochures, etc.).

What resources are available?

In order to develop a good marketing strategy needs to consider the use of resources that will enable you to achieve sales targets:

Market Report

This involves the application of marketing techniques in place to determine what customers are looking for, where you are looking for, where to find it, what is their buying behavior and consumption, etc.. Etc…

Advertisement

Advertising is an important tool to attract the attention of your customers. There are many ways and means to get publicity (newspapers, radio, TV, internet, etc…) Some more expensive than others, some more successful than others.. However, it is said that half expensive is necessarily the most effective for your product.

It ‘s very important to the message transmitted, how it is transmitted and product details to highlight. This is why contact with professionals can help you choose an effective message that reflects not only on sales but also on product recognition.

Business Contacts

They have to do with human relationships that revolve around your business. They are needed to strengthen and to publicize your business. Thanks to the “contact” you can build alliances, find clients, suppliers and find helpful information.

Public Relations

Public relations should be part of the strategy. Through Public Relations will have the opportunity to present your product / service to the media? Periodically prepare press releases to be sent to the media, someone might give way to your company and attract consumers’ attention on you.

Sales Techniques

After sales

Post author By mmi
Post date April 27, 2011
No Comments on After sales

Negotiations culminating in the sale of a product or service are the start of other activities. By the end of the sale will begin a more sustainable and long-term customer.

To this end, it’s important to keep an updated registry customers, each customer should be given a card upon which to write down the important information about the customer, the date of visit, products purchased, etc.. Etc… It is also necessary to maintain strong relations with customers, by means of successive visits or telephone contacts. After the purchase to ask if it is satisfied with the product and why it is more or less satisfied, and then to propose other related products or services to which the customer may be interested. Finally, remember that if you can quickly resolve problems that may arise after the sale certainly be able to retain a customer and to ensure future sales.

Another important activity directly related to your sales goals is to maintain an active organization of financial

You need to know at the end of the day or weekend as you sold, what was your useful and what your sales target is.

Unfortunately there are still many sellers who do not make this, but I guarantee that helps to understand where you are with the work and especially to focus on future goals.

Also must consider that in this way you can check the amounts received (commission) is correct and what you’ve earned / spent to achieve the objectives.

The financial organizations of a seller (in outline) are very simple and just keep up with expenses made during the day and the commissions earned.

In this way you can monitor your income every day, week to week and adjust your work to compensate for periods when sales are scarce.

In addition, continuous monitoring of results will allow you, if you are not satisfied with the results, to be flexible and change the way of giving a turn to act the way you sell and market approaches.

In conclusion, after the sale you must:

Stay in touch with the customer
Organize the work
Check the performance

Sales Techniques

Close the sale

All measurements made so far have all one and the same objectives: to close the deal. Thus, some steps can be skipped if not needed for closure. The key point is to develop the ability

All measurements made so far have all one and the same objectives: to close the deal.

Thus, some steps can be skipped if not needed for closure. The key point is to develop the ability to sense when the client is ready to buy. In fact, this is a special time; the seller should speak as little as possible, because these things could inadvertently blow up the purchase.

From the moment the client is ready, any time will be good to conclude the negotiations, and before we conclude the better.

E ’should be concluded quickly but without haste. Should remain calm and perform all the steps necessary to formalize the purchase.

Find out when the time is right

If you want to maximize the time available, you must learn to recognize “the right moment.” There are many verbal and nonverbal signals that serve as indicators, many of them we have seen in previous chapters.

Pay attention to what the customer says and time (minutes) which uses during its expressions. The time may provide an indication of the fact that in the mind of the buyer purchases already made and expressions he imagines the future while using the product / service you are purchasing (I can use this cream to protect against mosquitoes or: with this car I can go to the beach whenever I want).

When you realize that the customer has already bought the product ideally, formalized the purchase.

Lead to the conclusion

Although sometimes we anticipate the customer and helps us to quickly reach the closing of the sale, this is not always the case.

Often, even after obtaining the customer’s attention, collect information, anticipated objections, created the ideal state to purchase the product is presented in the best way, we realize that something is missing so the sale goes through.

In this case, ask direct questions that can continue the negotiations:

What should happen to close the deal?

What other information can be useful to purchase the product?

Usually after one of these questions (or similar questions that give a turn to negotiation), the customer expresses his last stand if treated properly will lead to the sale of the product or the refusal by the customer. Either way you will be able to disengage or not waste time in lengthy negotiations that lead nowhere.

Post-sale

The work begins after sale during the sale. Even if the customer has accepted all conditions and is eager to purchase, you run the risk that the next day to repent of your purchase.

Unfortunately, this situation is quite common, the customer buys the product, takes it home and only there you realize you have spent more than they wanted to spend, or that the tool has some function in less or anything else at this point comes the disappointment.

But, how do you avoid this situation?

The technique used is the same one used to deal with objections. Knowing what can happen at the end of the sale you try to anticipate and make sure that the customer will be happy with your purchase in the future. Remember that a satisfied customer will bring more customers and you will reduce the time required to search for new contacts.

Sales Techniques

Managing objections

Another of the most common phobias (along with that for the price) is the phobia for the objections. Often it is difficult to treat, to deal with them, and sometimes you give up a sale due to small negative references made by the customer.

As we have said, it is important to believe in the product; otherwise you give up the first resistance to the sale.

We start from the point that it’s hard to sell something that does not have a weak spot, so we take into consideration the fact that the objections are part of the sales process and that the most important thing we must do is: learn to manage them. The objections tell us what the concerns of the client are and teach us how to better present the product to avoid them in future.

Below we will see how to handle objections from customers; an objection properly managed in most cases will result in the sale.

Let’s start with objections

Sellers who do not want to hear objections probably will never succeed in sales. To achieve significant financial need to be prepared to properly handle the various situations that arise during negotiations. Adequate preparation will allow you to become a successful seller.

Certainly you can learn to handle objections in a different way, this is possible through comparison with more experienced sellers or through a specific training, but it is important to be aware that each time, during a negotiation, you will face some objections and management of these that will give you the opportunity to stand out.

Now try to stop a moment and a list of all the objections that you hear every day from your clients or possible objections that can be moved from potential customers, make a list as complete as possible.

Anticipating objections

Essentially to become a seller who receives little or no objections must first know the problems that customers normally complain (see the list made previously), and then anticipate looking for a way to ridicule or make them trivial, so unlikely your partner continue to argue objectors.

In this way, you can virtually eliminate the possibility of receiving objections from the customers.

The way to anticipate the objections is critical to the success of this tactic and can work well with some customers and less well with others, so it is useful to refine the advances in order to make them satisfactory for most of our customers. Now take your list of objections and try to create advances satisfactory for use during the negotiation.

New objections

Of course you can still receive the objections that I had not thought of or that no one had ever placed there. In this case you should write the claim made by the customer to create a preview you can use in sales.

But there is still a case to be seen, the case where the customer’s objection is well founded. That is, the customer has reason to complain. In the event that the real problem is selling the product to the customer only if he is highly motivated to purchase, and we still communicate the problem to the company.

Selling despite objections

As mentioned above helps us to handle objections during the next sale, but what we do during the negotiations?

If we are convinced that such investment is still a good deal for our client, we will:

By observing the nonverbal behavior of the customer and trying to enhance the product to facilitate acceptance of likely faults.

Nonverbal behavior

Sometimes the objections are not truthful or otherwise have anything else, a tool that we have is non-verbal communication of the customer and then matching with what the customer has informed us.

If the claim made is inconsistent and can rise to the suspicion that the claim is only a ruse to cover other motives other or simply that the customer wants a discount on the selling price. This type of objection might make you lose time, you must find out what the real needs of the customer.

Enhancing the product

Our task will be to try to enhance the product so that the customer is satisfied with the purchase and buy despite the ‘objection.

Whatever the problem levers to be used are always those emotional, security, pleasure, quality, trust, comfort or anything else that can compensate for the objection and that the customer will lose if he does not buy the product.

Remember all that you sell are only feelings, you just find out what is the feeling that can overcome the objection and to close the sale.

In conclusion

The management of the objection is very important and we must learn to anticipate and neutralize them before they occur to avoid rejection of the purchase.

Create a list of objections and learn from them. During the next sales anticipatable and ridicule them, you will see that disappear.

In case there are new ones, put them in the list and do your best to make the sale using the leverage of values that can counteract and overcome the objection.

With practice you will notice that customers will be less resistance and will increase your chances of closing the deal.

Sales Techniques

Product Presentation

The presentation should be a point of importance during the primacy of a negotiated sale. During the presentation of you and your client must have already established a rapport and the client must already enjoy a desire to know something interesting.

Sure, many sellers come from the customer with samples and huge overflowing of samples, and so often when we finally arrived we forget the customer relationships, emotions and preparation for sale, and often, after a chat vague they begin with the present product.

Of course, even in these cases you will get sales, but here we are talking about how to get results “different” by selling to as many people as possible.

So, before submitting the product is to be devoted to that described above (create a rapport and create a desire), then show what should be the object of desire of the customer.

Your goal is to let the customer know the benefits, services, characteristics of the object that will make you happy if you buy the product, but that will leave an empty feeling if you decide to return home without having made the purchase.

Here you will learn how to present the product.

Product Presentation

Boost the benefits
Associate benefits only to the product (during the negotiations)
Use the flaws of concurrent clients (if desired)
Present the price with conviction

Amplify the benefits

For starters, remember that there is no perfect product or service.

No matter what you sell you must learn to live with any defect in the product. It is assumed however that the flaws of your product you know them better than your client. That said, you begin to speak well of the product you sell, because if the seller already spoken against the company and the product, what customers?

All this may seem obvious, but I assure you that many sellers end up making a bad publicity for its products.

Therefore, knowing the problems exist at the time of presentation of the product the seller has only to amplify the positive characteristics of the object in question. Of course, as we have said many times before, the features must be truthful and must be convinced of the good quality of the product.

The rule is to focus 100% of your attention to product quality, even though they represent only a small part of what you are selling. This way you will consistent and a reassuring message to the customer.

If you do not trust or if you think your product has more disadvantages than benefits, perhaps it is better to change business or sell something else.

However, there are some situations in which to highlight the defects can be valid. One is when you want to anticipate the objections of the customer and another, and when we realize that this product is not for sale to the customer and probably result in customer dissatisfaction.

In conclusion, make a list of everything that you really believe and all that will really benefit your customers, all that can make the most indispensable product for them, then make a list and use it as something precious. Valuing benefits is always positive. Let defects for your competitors.

Combining the benefits of the product only

Have you ever seen a commercial for a product that shows potential contraindications or associations with its positive effects for the user? The answer is NO.

Every company aims to associate with that product and a positive image of wellness. The ads show men strong, free and determined. Drinks and Spirits associate happy people, happy to drink and feel good in the company. The ads show the power of the car, overtaking, security and social status of those who drive a car like that.

All this is done to establish an association between positive emotional states and showed the product sold. The seller has to behave a bit ‘such as advertising, to bring customers to have positive emotions while you are presenting the product.

For this reason, during the presentation, one must speak not only of product characteristics, but also lead the potential customer to travel with the imagination. We should be thinking about beautiful places, special moments, with feelings like passion, love and freedom.

In short, the person at that time should be just fine.

E ‘depends on what you sell, you’re not selling an item, you are selling emotions.

If you sell lingerie, bringing the score to sensuality, comfort, her new love.

If you sell software you have to sell the convenience, fun, time saving, reliability and security.

If you sell food products sold hygiene, taste, health, naturalness, being together at the table.

Think of any product and find out what emotions are behind us, if you find out what is the emotion that triggers a purchase you have completed the sale.

If you perform this operation you will be always remembered in a positive way and the product will be associated with these feelings.

Use the flaws of competitor’s customers

The use of the artifacts of competing products during a sales negotiation is a controversial issue. Some believe that it is neither necessary nor ethical, others believe that it is irrelevant to point out the faults of others during the negotiations, while others think it is a fundamental and based all negotiations on them.

Now, remember that: “Selling is helping someone make a good decision.” Richard Bandler

And you, the sellers know that your product is better or more useful for the consumer to the competitor; you want to let your customers buy that product without even making them aware of possible defects?

Knowing the defects of the competitors is part of the knowledge that a seller must have in order to operate in the market. To present to the customer in a sincere manner and with the intention to make the customer know what are the options available on the market, is part of the job of a good salesman.

In conclusion, the flaws of competitors used only if this benefits the customer, but if your selling style is different or if you feel uncomfortable, keep your line and your ethical way of being.

Presenting the price with conviction

For some sellers it is a common thing, for others it is the hardest moment of the entire sales process.

The latter are doing everything to delay the time to talk price. So scared, imagine the customer who complains and gives up the purchase because the price provided is too high.

It is probably one of the most common phobias sellers. Phobia that often turns out to be unfounded. The customer knows that what is sold has a value and if you notice hesitation by the customer, the seller is inclined to think that the cost is too high. It ‘obvious that the customer wishes to pay the price of an item related to the benefits and performance of the product, so it will be your job to ensure that these benefits are perceived by the customer with an appropriate value and correlated to the price.

Remember to be consistent with what you say, if you first think that price is too high, the customer will perceive. Do you think that a pen can cost a euro to a thousand or more?

So the advice to overcome this phobia is:

You have to believe that the price is suitable for a customer. For you, a product may be expensive or cheap, but the customer can be perfect.

You have to believe that the price is suitable for the product, its characteristics and its quality.

Talk about money in the most natural and casual as possible, unless it is an offer not to be missed, and then we should use to your advantage.

Sales Techniques

Create the ideal state of purchase

Post author By mmi
Post date April 23, 2011
No Comments on Create the ideal state of purchase

To create the ideal state for the purchase should give birth in a deep desire that the customer will purchase the product service.

It ‘important that this step advances the presentation will happen later.

Perhaps you think that means persuading the customer, and in fact is partly so!

From the first meeting with the client, since you have caught his attention, you begin to create the ideal emotional state to conclude the deal.

In many cases the desire is created even before, through catalogs and advertising which arouses the desire to buy the product.

Now, this time before the exposure of the product should be used to create, expand and strengthen and realize the desire to purchase.

I am the customer

To do this you need to understand how customers feel and what they really are, and begin to think of something that you wanted very much and then fortunately you were able to buy. Think of something that makes you happier to have purchased. It can be anything from a book, a CD, a pair of pants or just something that you really wanted and then be made.

Think back to that time, you had the will, the strong desire that drove the purchase of this product special for you.

What did you think of this product? Maybe imagine using and feel good, or maybe you looked at your neighbor so happy with that product to show a hint of envy.

When you have finally bought what was how you felt?

Maybe it was a dream comes true, or maybe it was not so special, but you’re happy with the thought of owning it and can use it. Perhaps you proud of your purchase and the decision taken.

Keep in mind all these feelings!

Motivating the customer

How do you create the ideal conditions for the purchase?

Simple, you make him feel how you felt when you did before cooling off. Wake up the memories he had in previous situations, good memories, fun and exciting.

To do this we need to be creative and ensure that the customer will return to a previous state in which he strongly desired a product that was then purchased. Should incorporate all the sensations he felt at that moment, if you can find out what was the object of desire, you can use the product name and remind him how nice it was purchased.

Surely to do this takes practice and belief but the results will definitely extraordinary!

There are also other ways to motivate the customer to purchase, but this is definitely one of the fastest and most effective.

During this phase, watch for signs of consistency and agreement, these are good indicators of the state where the customer is located.

Once the client is in an ideal condition for the purchase must go to the presentation.

Sales Techniques

Gather information

To gather information includes both the knowledge of the customer is to incorporate all the signals that the customer gives us to understand how it is evolving the sales process.

This is an important phase of the sale, as at this stage we gather the information, select the best and use them to achieve our goal.

Knowing the customer

Normally it is important to find out as much information about the customer regarding the product you are selling, but do not forget that other news not related to the sale that you are doing can be helpful, but usually these are the most personal information obtained in longer periods but the latter are useful to establish a lasting relationship with the customer.

Be careful though in some cases you end up knowing the life of the customer and they have not sold anything.

So be objective and if you run into a talkative customer be sure to talk after you close the deal and remember that there are still other customers to visit. But be careful how close and disengage from the client while maintaining a good rapport because the customer may judge you “hasty”.

Some useful information to know:

The client’s taste in relation to the product we sell
The financial capacity to purchase the product
How and why the product is important for the client
The degree of need for the product

If you have friends or acquaintances who want to receive a gift that product

… And many other applications that integrate customer insight

But the main point of vital importance:

What the customer wants to declare itself satisfied with your purchase?

The answer to this question is the key to close the deal and win more customers. In fact, as we know, the product must meet the needs and desires of the customer, then how can we get this information?

In many cases the answer we are given spontaneously by the client, but the important thing is to be totally focused on finding this valuable information.

We can try to ask ourselves this question: What features should my product have to meet the needs of the customer?

Knowing that a good seller will try to exceed customer expectations! But if you have the confidence that the product will not meet those expectations required by the customer and the customer will repent soon after purchase, do not close the sale. This attitude will earn you the respect and trust of the customer for next purchase will probably turn to you. The philosophy in these cases is: lose a sale, but gain a customer.

Job Information

Throughout the time of negotiation the client will give you useful information to carry out the sale and will provide useful information to close the sale.

This information, if recognized and used correctly, you will sell simply because they allow the customer to drive so he feels included and involved.

The basic idea behind this process of gathering information is to discover the decision making process of the customer and customer satisfaction in every phase of it.

The most important information on which we focus our attention is:

You agree or disagree with the product and what we’re saying?
It is reasonable or unreasonable with his attitude?
What are the needs and what is the importance of product characteristics?

Surveys of agreement or disagreement

The ability to detect signs of agreement or disagreement is crucial during a sales process, but also in other professional activities or not.

Of course it is easy to know whether the customer’s agreement or not after you verbally, but in this case it might be late and make up is a difficult and in some cases not possible. We should not be able to know in advance.

Ideally, when a sale is collected in advance the intent of agreement or disagreement with the customer before he speaks and if necessary changes the course of the presentation / expression to obtain the consent.

The only way to anticipate the customer is to find non-verbal signals that will provide you after your every statement.

As of now, during the sales process, avoid getting lost in thoughts and open your eyes, ears and other senses to identify the clues that the client will provide you and take you effortlessly to the end of the negotiation.

The signals from the body

There are several signs that can be used to obtain useful information, such as they keep it in mind two, easily observable and which best indicate the intention of the client.

Nod

If we look at children, we can see how to use his head to affirm or deny something. We sometimes use these same gestures involuntarily, because they are deeply rooted in our unconscious and occur spontaneously and involuntarily.

This is the first non-verbal gesture to which we must pay attention.

For example: if your talking to a customer realizes that there is a disagreement with showing negative signs of the head, he does not expect its external verbal disagreement, but adjusted the route of your statements. If the customer expresses his disagreement will require much more energy and time to overcome and win back his agreement.

To avoid the objections and maintain rapport do the following: while exposing your arguments move the head slightly back and forth (signal arrangement) and if your partner is in agreement with you will tend to lead to reciprocate the gesture of agreement. This is a simple and valid to receive a positive response and continue the process of selling certain that the client is following us.

Facial expressions

Look at the face of the customer is another way to understand what the customer is thinking.

There are some well-defined signals that express approval or disapproval, it is necessary to find out when the person you’re talking about showing these signs.

The expressions most commonly expressed by the face are: the smile, the eyebrows up or down, eyes more or less open, if you are frowning or lying. In some cases the models and expressions common to many can not work with a specific customer, in this case you need to ask the client questions in order to better understand the expressions of a single party.

The identification of patterns of facial expression is done through a method called the gauge. This method speaks to the customer and you make statements with which you are sure that the customer agrees. Then you look at the score and then make claims with which the customer certainly does not agree. Looking at the customer identifies the words in which the customer expresses agreement or disagreement with the expressions we made.

Identify the congruence ol ‘inconsistency

The consistency or inconsistency is another type of information that is transmitted during the time of the conversation from the customer, but little is consciously perceived.

For consistency we mean when all the information both verbal and nonverbal is consistent and mutually reinforcing, that when a person acts in a way congruent with what he says.

Identifies the congruence during sales negotiations is crucial to understanding if the customer really agree with what you are telling or have some unspoken objection, and then he’s bluffing. In fact, based only on what the client says verbally can be a mistake.

For example: At the end of a party the host asks a guest: “I liked the party?” The policy response in this case is: “Yes, wonderful holiday, everything was perfectly organized.”. However, looking at the head of the guest, you can see a typical movement of negation. This passage indicates an ambiguous expression and incongruous!

In addition to head movement, there are other signs that may indicate an inconsistency, some of them are: facial expressions, the asymmetry of the body and eye movements, but the latter are more difficult to grasp if you do not have a training specification.

What to do if you detect a discrepancy

In the case of a negotiated sale, the inconsistency may mean that the customer has still not sure or do not want to express any objections or in some cases is hiding something about it. Usually unconscious signals of inconsistency are reliable, but that does not mean that the customer is in total disagreement with you, it is likely that some details of the negotiation, product or service are not clear. So, if during a negotiation identify an inconsistency in the expressions of the client will not have to do is ask the customer if somehow we can provide further information or which are the points that it is better to review together.

Conclusion

Obtain useful information during the sales process is a crucial point in the talks, because thanks to this information will be able to know the client, to perceive the real needs and satisfy them. Some of this information will be provided voluntarily by the customer, while others will be snatched by the seller through verbal and nonverbal especially the customer.