Categories
Sales Techniques

The characteristics of the Seller

There are many emails asking us what are the main features that a seller must have to succeed in this profession. Often we read of super aggressive sellers and hungry, ready to do anything to close a contract. In the following nine points will try to list those that we think are the main characteristics of a good salesman.

Schedule visits / phone calls

The best sellers are trying to maximize the number of visits or phone calls to customers. This does not mean it 15 instead of 10, but to program every single visit to the opportunity to score an order are higher. Each visit must be planned as sales and customers are not all alike, so you need to concentrate and look at the product with the customer’s perspective. Before the visit, think about what you want from that visit and what the customer expects from you. Think of what may be the differences between you and the customer and change your presentation to avoid them and make your offer more attractive.

Check Your Emotions

If you are calm and positive everything will be easier, you will be safer, you will find the right words, and will present your offer easily and painlessly. In short, no matter if just before you got a ticket for speeding or if you have an argument with your partner during your “sale” forget everything and concentrate exclusively on the customer.

Manages time

Most salespeople spend most of the time on the road and often there is no one that organizes their work, so to avoid wasting time must have a ‘careful management of time. Only a ‘careful planning of the work can make fruitful the working day. The seller, therefore, must organize their time, schedule appointments and manage their day and focus on priorities.

Create Rapport

The report is the process of creating and maintaining mutual trust and understanding between two or more people. A good salesperson should be able to create a rapport with the customer, this is probably one of the most important skills that a seller must have. No matter if you sell a great product or if you make an excellent presentation, if you create a rapport, an ‘understanding, a feeling with the client, the deal probably will not end with the sale of the property.

Play

We often think of the seller as an incurable talker who tries, with the only talking, placing anything to the customer. In fact, the ability to listen to the customer is another key skills for those who want to pursue this profession. Only by listening to the customer can understand and identify its needs, understand what are the characteristics of the product / service really important to him and what could help it. The preparation of a presentation and questions to ask the seller to allow potential customers to focus on listening rather than on the wording of the subsequent application.

Question

The questions that are addressed to the potential customer are designed to obtain more information about the customer and to identify possible needs. Only by knowing what are the real needs of the customer can bring the products, focusing on the benefits that really matter to him. Through the use of questions during the negotiations we will find out the key points that will bring us to closure.

Language

The correct mastery of language is another key feature. For language we do not mean just the ability to speak correctly, but also the possibility of using the “word” to sell. A product made with the right words will be more attractive, an objection will appear as a well managed advantage. During the conversation can be “moved” the customer’s attention on some items, you can minimize the shortcomings of the product and make the offer important advantages.

Ability to close

To no avail all these characteristics at the end if the seller has not closed the deal. It may seem strange, but many sellers will miss out on large orders just because they did not dare, or because they did not understand what was the right time to close. Needless to extend into rivers of words, even if you still have much to say, even if you have a thousand other proposals and bids to be submitted, when the right time comes close without hesitation.

Professional Skills

Complete the profile skills, be familiar with the industry and the product / service you promote, the seller can offer its customers not only a product but a true counseling. The customer acknowledges that the seller’s advise and guide you leave during the sale.

Only time and the daily practice of the sale will allow you to use all the features above unconsciously, all actions will become healthy habits and close a deal without thinking.

Categories
Sales Strategies

The share of sales

One of the goals of man is the share of sales selling a particular product or product line. The share serves as a reference point of sales and marketing policy of a company. His achievement is a function of several factors, among which we can mention the following:

  • corporate image in the market
  • product quality
  • in service delivery and more
  • price at least equal to the competition.


The term of share of sales also identifies the sales budgets, considered both in terms of quantity and value. The first data meets the production requirements (should be placed on the market that has been produced by the establishment) the second addresses the need for financial data (cash receipts).
A good agent not only looks at business budget is reached in terms of quantity, but also better achieved at the price, the so-called Gross Margin.

In order to determine what could be the share of sales due to a sales agent must be made through the analysis of the following three factors:

  • Sales potential in that area
  • Sales in the last 3 years (if any)
  • Economic prospects in the future 3 years.

The focal point of the situation lies in the ‘analysis of future prospects.

It is almost pointless to think that: given a potential area of ​​100, as sales of the last three years have had a steady annual increase of 10%, it will consequently an increase in the fourth year of at least 10%. If economic prospects are not good or because the consumer propensity to buy is poor (because of the tax burden or other reasons) or because the factors mentioned at the beginning of this topic (corporate image, product quality, etc.. ) are not good, it almost goes without saying that the share of sales in ‘Year X must be Y.

Categories
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.