By: Luis Pinate
Selling is an action that we perform daily without realizing it. We tend to have the error of believing that the sale is exlusive to the people who offer products and services, but we omit that we also carry out this action every day: when we ask for a favor, when we want to change someone´s mind, to present a new project in our work, and we even sell ourselves in job interviews, meetings or associations
Sales happen everywhere and every second that passes. Using appropriate
negotiation and sales strategies allows you to develop interpersonal skills, using positive communication, admitting other points of view and trying to convince without forcing.
There is an important correlation between highly successful people and their negotiating and sales skills. For this reason, below, we are going develop four sales strategies that you must take into account.
WE ARE SELLING ALL DAY
01. LEARN TO LISTEN
Most of the people who want to sell, or sell themselves, do not stop talking. In their eagerness to show themselves, they omit all kinds of context and do not shut up until their speeches are finished. This is usually not effective, since is in the middle of your talk the person to be convinced was left with a doubt, the will stop paying attention to everything that follows.
what you have to do is get to the point and tell it like it is. If you give floor, the "buyer" will give you the clues to continue selling to him.Their doubts and concerns can be a guide so that you can emphasize what really matters to them and you can satisfy all their needa. Learning to listen is one of the most effective sales methods.
02 KNOW YOUR BUYERS DEEPLY
If you know the person in front of you is, it will be much easier to convince them. Investigating who i am going to talk to, what they are looking for, why they noticed me or what projects they have, is a very important tool on the road to being convincing.
When the other person understands that you know about him or that product you want to sell fits perfectly with his goals, he will be positively biased towards everything you have to say to him. You must be proactive and do an investigation prior to contacting the buyer.
03 FULFILL WHAT YOU PROMISED
This is a fundamental step towards your future in sales. Everything you offered to your buyer must be fulfilled. It is useless to promise something in order to convince quickly, you shold never do this. If ypu lie or exaggerate, in the end it will cost you more than not having finalized the sale.
WITHOUT GOOD SALES AND NEGOTIATION TOOLS YOU ARE LIMITED IN YOUR ABILITY TO BE SUCCESSFUL
In case of not being able to fulfill something that you have offered, clarify it or give options. Good after-sales service is also knowing how to sell and the client will see that, even though things did not go as expected, you were always present to help them solvethem.
Great salespeople have the same attitude and enthusiasm to attend a claim that they had to close a sale. Those who thing in the short term and simply close a transaction at all costs and then disapperar, will never be able to have recurring business and, on the contrary, will create a reputation that will end up destroying them.
Many times the best sale is the one that not execute, because it allows you to develop a real connection with that customer and they will always return to you.
04 BE DIRECT AND AFFECTIVE
Nothing should be left to chance when it comes to a sale. Calling by calling or going to different job interviews with the same resume will make us have a low effectiveness when it comes to selling or selling ourselves. Any proposal it is, must be personalized so that the other party feels that are they your priority.
Taking the trouble to research and personalize a job proposal or offer a product or service is something that not everyone does and that can make a difference when making a decision.
CONCLUSION
Our sales and negotiation skills are closely linked to
our ability to be successful and generate well-being.
Any project, venture, job search or negotiation of salary and conditions will always be much more effective if we have key sales tools. The more we develop and practice them, the more they will become natural and effective.
Thinking that sales training is only for sellers of products and services is a misconcept on that only limits our a
bility to connect with other people, develop empathy, and be successful whatever our line of action is.
LUIS PINATE
EXECUTIVE CONSULTANT & STRATEGIST
AGILECNG.COM @AGILECNG