Salesitch

How many times have you wondered: “But what words should I use?”, “What are the words that convince?”
Here are some words that marketers consider most suitable for promotion or advertising of a product.
These are words that have the power to lead the consumer to buy a product or service, combined with these words, effective sales techniques and a clear and attractive, can be an effective tool to advertise and sell a product.

Whenever you visit a client or present your product, you should try to use these words during the conversation and the promotion of the product.

But do not abuse their use, “words that sell” should be used carefully in the other person must receive a message of nature and not a message “built” specifically for influence.

Some of these words:

• Wallpaper: This word has the power to awaken the senses; everyone likes to receive something for free. The ways to use this word are numerous, for example: buy a product, the second will be for free, buy a product, you will receive free a nice gadget.
• Discount: If the object is not completely free of charge to the customer will certainly very pleased to receive a discount. A discount is surely an opportunity for the buyer. For example: we offer 20% discount.
• Savings: If there is free and there are discounts if the savings are certainly as good a spring. For example: This product will save you 30% of energy, with this service you can save your time.
• Guaranteed: Everyone wants guarantees when buying a product, want to be sure of purchase and be protected in case of malfunction. The product then must be ensured! For example: we offer a guarantee of 10 years.
• Tested: if a product is tested means it has been “proven”, it means that the customer is assured of operation, namely that the results are verified.
• Restricted (Limited): If a product has a limited supply then must necessarily be an exclusive product and can be a good opportunity to stand out from the crowd (how many products are advertised as a Limited Edition?). And even if a promotion or a product is only available for a limited period of time, it’s probably a good opportunity, you can not lose time, and you must buy it now! (Limited stocks, only 1000 pieces, offering up to  …)
• Simple: today, no one wants to complicate the life or wasting time, everyone wants to do things the easy way and simple as possible, the product should be simple to install, simple to use, easy to pay.
• Fast: just as you would like things simple, we also want things fast; they all have plenty to do and to go through the time and tyrant! Needed products and fast service. Fast delivery of product, quick results, saving time.
• Results: We all want to see the results of our purchases, and if a product says that we will see the first results after 7 days because they do not trust him? Many products are advertised by focusing on results easily reachable in a short time through the use of certain products or services.
• Best: All I want the best, those who do not want to have the best product on the market or the best service? The best word is one of those words that catch your attention!

The use of these words do not guarantee the sale of your products, because the final choice is made based on many factors such as clarity and attractiveness of the exhibition, product quality, company image, etc.. Etc… But for sure the use of such words may help encourage the consumer to choose your products rather than those of competitors. The use of such words can make the difference between a message that goes unheeded, and one that sells.

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.

2. The ‘Listening is an art
Listening is one of the things that many people seek, even unconsciously; many are looking for someone ready to listen and to make him feel important.

Wait a second before you speak, a second is short, but tells the person you’re talking about that you paid attention to what he said.

Listen to the words, but use your eyes. Note the body language of who is talking, what is your attitude? It is relaxed, anxious, sure?

Look at your partner’s eyes. You should try to establish a rapport with the customer. However, you can not do that if he talks to you while you watch the monitor of a computer or something. You need to look into the eyes who speak to you.

3. Ma must also speak
To make a good presentation of a product will need to write a full speech, then cut in half the presentation, leaving only the most “powerful”. We usually say a lot of unnecessary things that do not affect the customer and often bored. Stating the facts and always put the customer at the center of the presentation. Do not talk any more than necessary!

Beware of jokes, if you do them, make them up yourself. In this way you will avoid offending someone and help to establish a connection with the customer.

If your presentation using PowerPoint slides that appears and make sure that they are appropriate to the sales presentation. If you tell a story or want to excite the imagination with the client to display slides avoided with rational numbers, graphs and percentages.

4. La sale is emotion
Today the customer has replaced the basic needs of food, shelter and clothing with two great desires: to feel appreciated and respected. In other words, to feel important. This is the key to the sale.
It starts from the name. You will need to pay close attention to the name of the client. Write it in the wrong way or worse call by another name; you will demonstrate that you do not give importance. It is the name of each of us, when used correctly, one of the most useful expressions in the sale.

Go to the heart of the matter. Remember, people buy the certainty of not having to worry about buying, be sure that what you buy offers you something that will get better and not cause problems. In other words, people buy the facilities. You have to sell is comfort.

During the conversation, others praise, praise your customer, but never yourself or your product. During the negotiations the client thinks only of himself, what it means to buy for him, as it will be that object, which will give you benefits.

During the negotiations, always use good manners, “thank you”, “customer name” and “greetings to family members” are the best weapons to start or to conclude a deal.

5. Ispirate confidence
A good rule of business is “if you do not get the first 5 minutes, it was already late.” Punctuality is to tell the customer “you are important to me,” punctual shows that you are reliable and predictable. If your clients will trust you will increase the perceived value of your products.

Be methodical in terms of schedules, habits and behaviors. People must know who you’re dealing with. Do not be moody and try to avoid mood swings. This increases the feeling of safety and comfort perceived by the customer.

Providing help and assistance to vendors who work with your business. If you have sales staff or employees, be interested in them. Help them when you can and involve them directly in the activity. All of this will reflect positively on your business and your customers. A seller who cares about the business work better.

Certainly for some people to adopt these simple “measures” necessary to sell, can be awkward, but I assure you that the only way to grow the business and move forward in life.

Which brings us to the second advantage of the failure. Consider the four statements below and choose one:

• The failure increases your level of maturity and makes you realize what to do to get better results.
• Negative experience is formative.
• The rejection is the negative signal that you need to understand what must change.
• The failure is a source of creativity and gives you the opportunity to try new ideas.

You would not feel as if you had known before slaughter as it was likely that this happens. Now you have more confidence with life’s difficulties.

You should get to the point that a negative experience can upset only because it is less understood than they had imagined. And from this experience you need to learn a lesson: “… You do not think to succeed just because you have a certain charm? It may be that you are not yet mature as you think you be able to cope with the difficulties that arise and that you had not programmed. Now do not start to feel depressed, frustrated, defensive and defeatist ideas. You deserve the success. Maybe you just need to face some problems still, overcome any obstacle. ”

What better than offering a failure, to experiment with new ideas? Imagine for example being at lunch with a potential customer and have the impression that there are no further problems. You understand that it has developed a good relationship with this person. You’re probably thinking to try a new technique for closure rather aggressive with this customer is ready to buy? Not the right time.

So, the only time that leaves room for experimentation with new ideas is the failure. However, in an attempt to avoid further difficulties, you may find yourself on the defensive. Consider two types of people:

• Those who, when faced with failure, they think, ‘Oh my God, what I still have to suffer? “
• Those who, in the same situation, they think: “What better time to experiment with new ideas?”

For example, a seller of life insurance has just learned a technique of closure is very aggressive. It is located opposite to a client with whom he attempted to close five times without success. Is not that the last technique, and decided to try it. It presents potential client to sign a letter, the letter says: “Dear Mirko, I listened to his arguments for five times and decided I did not buy any insurance on the vine.” The customer says, “Okay, I sign, but who will exhibit? ” The seller replied: “To his wife, when she is dead.” This technique is not one of the best, although it is difficult to judge the effectiveness of something without having first tried.

From today, so whenever you feel depressed for reporting a failure, ask yourself: “I learned something that I can put into practice?” Too many times people ask, “Why have not I been successful?” Each of us has doubts about their ability, at least on a subconscious level. If faced with a failure we ask, “Why can not I?”confirm our doubts, we forget our strengths and we lose our enthusiasm.

Gianni brings home a bad report card. His mother says that it will not sign it and show it to his father. He goes into the studio of his father, thinking to himself: “Because I had such tremendous results? Do not have a good method of study. I’m not committed enough, I’m lazy and maybe are not so smart.” So he says: “Dad, here’s my report card.” The father takes a look at the scoreboard and say, “Gee, boy, you do not have mica joking!”

Then, looking better ratings, the father gets angry and explodes, saying: “You have no method of study, the school does not interest you, you’re lazy and stupid!” As I leave the study Gianni is no longer any doubt. E ‘firmly convinced that he will never. From now on, when you have a failure, think of being lazy and stupid. When you succeed in something will think: “It ‘was an accident or a fluke.”

Gianni’s father would not have had to reinforce the doubts that the boy had on his abilities. Sometimes we go back to being as vulnerable as children, while trying to start a new activity, or for example, we ventured into other activities. At some point, if we fail, we ask, “Why I got in this mess?”, Starting in this way to confirm our doubts and get ready to not try anymore.

Think of Thomas Edison, who invented the light bulb, but at first could not find a filament that would last long enough to make his invention commercially. Tried and failed thousands of times. One day they asked him: “Mr. Edison, tried unsuccessfully many times, not discouraged?” The answer was: “No, not at all, because I’ve had thousands of failures. I simply find thousands of solutions that do not fit.” With a positive attitude towards the failure of Edison today we have the light bulb.

Edison failed many times before finding a filament that lasted enough. And every time he asked: “What did I do right this time? Why the filament lasts two minutes? Because that lasts five minutes, how can I make it last seven?”

What is your attitude to failure? What do you think when something goes less well than you imagined? What thoughts go through your mind when you can not reach your goal in the time that you had planned? Your attitude towards failure determines your mood and quality of results you can achieve. In fact you can report a failure only by acting in two ways: by not trying or giving up. There are other cases. You get less than you expected. However, even in this case you will have some success. Consider your strengths and renew your enthusiasm by asking: “How I managed to get to this point?”

Remember the reasons why you have taken. Think about how you acquired the last customer, what are your qualities and how you have developed. Once you remember your strengths and renew your enthusiasm you are ready to try again.

Before you try take a break and ask yourself: “What can I do to improve?” It is essential that you succeed the first time. The important thing is that you become stronger, develop your skills and eventually arrive at the finish.

Here’s one last example on life insurance:

“Hi, Guido Rossi of Equitable Life. The might affect the purchase of life insurance?”
“I’m sorry, Mr. Rossi, but I have everything I need.”

What did I do just to be able to keep the conversation for three seconds? I found a partner: then try “Hi, Guido Rossi, the Equitable Life. The might affect the purchase of life insurance?” “I’m sorry, Mr. Rossi, but I have everything I need.””What did?” “I have insurance cover worth 10,000 euro.” “I understand, thanks anyway and see you.” What did I do right this time which made the phone call last nine seconds? I asked a second question. I was more successful, so I have more enthusiasm than before and try again.

“Hi, Guido Rossi, the Equitable Life. Would you be interested in purchasing a life insurance policy?” “I’m sorry, Mr. Rossi, but I already have one.” “What kind?” “E ‘insurance worth 10,000 euro.” “So I guess that does not intend to stay dead for long.”

Perhaps it is not an appropriate technique, but the only way to be sure is to try.And what better time to try new solutions when there’s nothing left to lose?

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.

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.

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.