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Sales Strategies

Area Sales

From a practical standpoint, the sales area is the set of actual and potential customers fall within a given limited area. This area can be understood as a political-administrative division: region, province or municipality, and within these areas, market segments to be assigned to different agents.

After defining the area of operation, the sales person can arrange their work tours, preparing a rough itinerary that allows him to reach the equation:

Minimum effort = maximum performance

This result, however, it can only be achieved through the following phases:

-Determine the actual number of customers;

-Prepare a ‘route to be flown each day to reach customers at the lowest cost programmable effects of time and money;

-Insert into the program of visits to customers even some actual visit to potential customers, and this for two reasons:

  • increase the customer base and consequently the turnover;
  • Failure to replace a visit to an existing customer with a visit to a potential customer located in the same itinerary. Regarding the number of customers can be managed, you can not tell precisely, since it depends on several factors :

Operating in a market segment with products intended for mass consumption, the number of daily visits can vary from 6 to 10;

When operating in a market segment with products for the industries, the number of daily visits possible range from 4 to 6.

However, you should keep in mind a very important rule: no matter the quantity but the quality of visits. If the agent has in mind to make 12 visits a day at all costs will be forced to constantly watch the clock, the result will be disastrous because they are forced to deal with the issue with the customer thinking about the next visit and not to the satisfaction of customer’s need in front of him.

Categories
Sales Strategies

How and When to Sell

The term “sell” means to convince the customer the convenience of the deal proposed. To achieve this goal may not be baseless; it should be familiar with the technical characteristics of the treated products, the present or latent needs of the customer, when this need can present this competition. Another very important aspect is its mood; it is not advisable to visit a customer on that day if you are not in perfect shape. In other words, when you want to sell a product should be prepared in all material respects, the sale is not improvisation.

One of the most difficult points of sale is the approach with the client. There are several ways to contact a customer, including those made mention only a phone call or a direct visit:

A) The approach to Phone

The phone is a very difficult to use because the partners do not know. Everything depends on the voice at that time can be more or less influenced by mood. In this case, it is best to introduce yourself and ask politely for a meeting to circulate the products of the company represented. If you know that the customer uses that product and the answer is no, do not get discouraged, but insist on moderation, gave an overview of the benefits that could be achieved only take a few minutes. If the answer is still negative, greet the customer with the understanding of resent after a while ‘time. Often, the constancy of harassing phone call leads nell’OK for the first visit.

B) The approach with direct visit

Here the problem is split into two cases: approach with customers who already know or approach with customers who do not know.

Regarding the first case, there are big problems because there is already an interpersonal relationship.
For the second case, however, if you’re lucky you got to the office of the person authorized to buy and therefore the approach is established and if you have not received it without an appointment or for other reasons, it is always advisable to leave a brochure with the your business card telling the secretary or the person who carries on the concierge to have them delivered to the person concerned (if possible to get the name) with the cartel to call him tomorrow morning. In this way, the person receiving the brochure and business card sets in a psychological process that leads to a propensity approach. If, after the first examination, the result is negative should not be discouraged, even have to reload and continue the visits. Consistency is often rewarded.

From the foregoing, it is clear that the sale is based on communication: speaking – listening – to conclude. To achieve this it is essential to have the security of topics, be aware that what they say is of interest to those who are listening. After talking for a very short time you have to listen carefully to the customer and counter any objections with positive phrases (never negative). The most frequent objection is the price: it is expensive, it is out of business, I pay less, and so on. Well, in these cases there is only one solution: “maybe it is a bit ‘expensive, but the product has features that I am offering the following advantages that give it …”.

At this point nothing else but to conclude with a trial order to prove that what was said or done to see is true.

Since there are plenty of art to sell books, I would like to give one advice to sellers: to be technically minded and always be yourself approach with others.

The professional integrity and naturalness are the best gifts.