Salesitch

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

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.

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.