Sales Techniques

Preparation for sale

So far we have seen how to set our action plan to widen the circle of contacts and succeed in your mission to sell. Now, I will tell you who your most important customer, one who can change your life and the way you sell, well, that customer is yourself!

You and only you can radically improve your sales negotiations, believing in the product, placing in the ideal emotional state and having a technical training on the product.

In fact, all the preparation required can be summarized in these three simple steps:

  • Technical Training
  • Confidence in the products
  • Ideal emotional state to sell

Technical Training

Technical training has to do with the knowledge of the products we sell and the terms of payment and delivery of the same.

Often companies offer their sellers technical training on products, if there is an offer, ask the company on information, often a visit to the company and a conversation with the technicians can help clarify some doubts about the product or service that you are going to sell.

The attendance at courses, conferences and trade shows, you gain knowledge that will allow you to study technical solutions for the customer, also knowledge of the topics that you are going to expose you will have more security during the conversation with the customer.

Confidence in the products

To sell something you must believe in what you sell, so during the negotiations you must be convinced that at that moment, you’re not just selling a product, but are offering a solution, solving a problem.

Have you ever talked to someone who believes in what he does or what sells?

Surely the answer is yes, because that person has affected the motivation and the strong conviction with which you spoke.

So, for starters it takes preparation, confidence in the product and above all be sure that the product or service you are selling is able to meet the needs of the customer.

In fact, some think that a good seller is someone who sells a lot, and this is partly true, but the important thing in sales, to increase the number of customers and retain existing customers is to offer solutions. If the goods or services sold are not valid, your customers not only buy more from you, but also lose confidence, and negative information circulating may put a strain on your business.

Every good salesman sells so that her client is satisfied with the purchase and has no regrets and remorse.

Ideal state to sell

Another important point is not negligible and the emotional state of the seller at the time of sale. It does not matter if, at other times, it was timid, grumpy or you think “are what they are.” When you are at work there are some features that are vital and that makes the difference.

So if you do not have these innate characteristics. It is necessary to prepare and prepare for sale, learning to get into the “Party” when you are in front of the customer.

Richard Bandler, creator of NLP, identified that the ideal state is to sell a mixture of three states:

  • Humor
  • Resolve to act
  • State of seduction

Well, if you have all these features, you’re lucky, use them. However, if your profile is not reflected in any way, do not despair, with the calm and goodwill you can learn everything.


Good humor is important if you have to work to sell something, you must be a born comedian, it’s important to be positive, and convey a positive mood and also the one who speaks to you. Probably will happen to you to buy something from a seller … grumpy and negative image that is left of him? She returns to buy from that seller? The answer certainly is “NO!”

The humor is greatly increased his chances of being remembered as an interesting person and with which it speaks nicely. Be careful, do not need to tell jokes, it’s important to be smiling and jovial, always remembering to be consistent with your way of being, with ethical values ​​and the messages you want to send to the customer.

Each of us has any problem or concern, but when we work we will strive to maintain a smile and treat all customers with a positive attitude, regardless of the customer in front of you.

Resolve to act

This is a basic feature that every vendor must have, especially the vendors that must begin in the first negotiation. In fact, as is usually the customer who comes into the shop looking for a location to buy and the seller accepts it, for many sellers do not, for they have to do the ‘initial action in search of a potential customer.

Therefore, it is the seller who must act and not hesitate, as the outcome in many cases can be detrimental to the achievement of results to be achieved. Should be involved and take action, achieve and conquer small pieces of something bigger, “success in selling.”

Do not wait; do not be deterred by ‘no’ when you get your business, go talk to your customers! Each of them could take you much higher earnings than those already achieved.


Entice the customer. This phrase probably has already heard several times in seminars, courses and conferences. The same companies invest a lot of money in advertising campaigns, training programs and quality of service offered, with the sole purpose of seducing the customer.

But as the seller can seduce the customer?

Well, just remember what you went through the mind and how you have behaved all the times he wanted to seduce someone interesting or attractive. Remember the desire and the motivation that impels you to fulfill the wishes of that person to engage and draw it. When you want to win something or someone, change the posture and the involvement, motivation and, consequently, multiplies the results.

To capture the customer must seduce and involve, without force, since the customer must be aware that its decision is the result of his right choice.

Once able to attract someone, we must act with great responsibility, selling products or solutions and cultivating the relationship with the customer, our goal goes beyond mere sales. What we want is to establish a lasting relationship aimed at selling more products and services over time.

At this point you’re wondering how you can use the three states (sense of humor, determination to act the rule of seduction) at the same time.

Before you start selling, take a moment and do the following:

  1. Imagine the client as an interesting person
  2. Think of the sale as if it had been carried out
  3. Find a way to have fun during the negotiation

The first step you will work with the desire to seduce, the second point you will act without hesitation and the third point will make the selling process more enjoyable. The first few times you do this exercise will seem bizarre, but then becomes easier with practice and the results will not be long in coming.

Sales Techniques


To achieve its objective, the seller, it is important to have a sufficient number of contacts to enable him to make the sale or close a deal. Every successful salesperson needs to widen the circle of their relationships by establishing or expanding their network of customers.

In fact, what I noticed is that many sellers with limited time to sell to their customers, thus limiting its range and earnings.

What should a seller is to expand the horizons of the reports and potential clients.
If you think you have a large enough number of customers you can avoid reading the continuation of this article.
One of the most common syndromes in the sellers is the syndrome of lack of customers. This syndrome occurs when you run out of the circle of its clients and for various reasons are unable to expand this circle so as to ensure a satisfactory volume of sales.

This unpleasant situation can cause a frustrating lack of motivation that can also lead to the renunciation of ‘as judged unattainable goal.

A professional sales at this point, it needs to define who is his client and what may be the possible sales channels not yet explored, and armed with good humor and professionalism go to “hit”.

The type of client depends on the type of product you’re working with, begin by making a list of your potential customers, start with the most neighbors and acquaintances and then expand the frontiers of research. Create a list of at least a hundred people / customers to visit. Must be known to sell and promote their products, the number of options open to you are different and depend only on your creativity, determination and flexibility. Hand out samples, brochures, send mail and organize cognitive meetings. Establish a daily plan of activities and weekly or more visits (Plan d ‘action), bearing in mind that such visits allow you to reach your goal. If there is a commitment without getting any results, change your strategy for action (flexibility).

In preparing your plan of action do not forget your existing customers and make sure that they are satisfied with your work and, over time your customer base will be a solid foundation for your business.
One of the best strategies to retain customers is to prepare a file for each customer that you are selling something, the card should record the name, address, telephone number, what products to buy and what was involved, but did not buy, the date of sale. The information may be useful to include some personal or family characteristics of the customer. Usually we have more information the greater the chances of success.

Many successful sellers, after the sale, call their clients whether they are satisfied with the products purchased, showing professionalism and concern for the welfare of the client.

So keep in constant touch with customers and expanding the circle of relationships will increase exponentially the chances of getting the desired results.

Successful salespeople usually have some characteristics / features that they share:

  • He likes to meet new people
  • He likes challenges
  • Define who the potential customer and try to reach
  • They have total commitment to the Action Plan
  • Keep existing customers active
Sales Techniques

Introduction to the Course of sales

Would you ever work without knowing what will your monthly salary? It ‘difficult to accept a job, work hard and gets paid later this month that it is not considered satisfactory.

Unlike traditional jobs, often, the seller is himself author of his own income. In fact, this activity is primarily dependent on the income from the effort, dedication and commitment efforts of the seller.

Of course you can make predictions about the likely reward that will be perceived. To define it, we must also take into account a number of external factors such as: the type of product you sell, the area of expertise, the exclusivity of the product, competition, etc.. Etc…

But here, in this short but intense course of sales, ignoring the external factors that do not depend on ourselves and focus our attention only on us.

What are our goals?

To be successful in sales you need to know what the goal to be achieved is. Success is getting what you want!

By focusing the goals, you already know what you want to achieve and we will see in later chapters how to get there.

After establishing what is the goal to reach and making sure that this is an attainable goal (it is unnecessary and counterproductive to ask yourself impossible goals), it is time to ask what you are willing to do to reach that ‘goal. We know that nothing we are honored, so if we want something we need to know what is the prices we are willing to pay to get it (the price of success).

Being committed to a goal also means doing everything possible so that we can reach it, be prepared for the weather and storms, looking for something which for us is more important than staying holed up in our safe haven and welcoming. During the journey you must always keep in mind four pillars: commitment, flexibility, action and results.

‘S commitment to ensure the persistence necessary to deal with obstacles, the flexibility will be essential to finding solutions, the action to put into practice, all this without ever losing sight of the results to be achieved.

Many people fail to achieve their “dreams” not for lack of ability, but for lack of effort in pursuing what they want.

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.


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.


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.


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.

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.

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.

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.