Why do two sellers working in two markets with similar potentials obtain different results? That is why a salesperson taking responsibility for the area previously managed by a colleague can considerably increase the sales figure? The answer is that some salespeople master the secrets of the sale.
The secrets of the sale are a series of techniques and methods that the best commercials employ. Using these techniques, they obtain much better results than the rest of the sellers in sales, customer loyalty, or market penetration.
Below we list the secrets of the sale, applying them you will achieve success in the commercial world:
1. We must be optimistic, mentally convince ourselves that the objectives can be achieved. Present a positive and enthusiastic attitude under all circumstances. This will lead us to show an attitude to work hard and persistently.
2. Be proud to be a business, belong to our company, and solve others’ problems with our products or services. Enjoy our work, have fun selling. Show proactivity.
3. Have high self-esteem, that is, that we value ourselves very positively. Show confidence in ourselves. If we see ourselves as successful salespeople and solve our clients’ problems, we will act in this way, and others will perceive us as well.
4. Sometimes, we can be presented with a series of fears, uncertainties, and doubts that can act as brakes on our performance. These fears are fear of failure, fear of being rejected, fear of being criticized, and fear of making a fool of yourself. We must recognize the anxiety that may arise. Once identified, we have to avoid thinking about it, isolate it, overcome it by changing habits.
5. Possess a business management approach. Carry out work as if we were entrepreneurs. Analyze the investments, the discounts that we practice from the point of view of profitability. Bury the sell-by selling and move to a profitable selling philosophy.
6. Consider yourself, act, and be perceived by your clients as a consultant, advisor, advisor, business analyst. Deepen your knowledge of your products or services, the market, and your customers. Present the products or services as the solution to your customers’ problems.
7. The best salespeople are customer-oriented. They focus on developing customer relationships. They know their actual needs and expectations, are aware of the level of satisfaction, practice personalized communication and apply individualized business strategies. They take advantage of each contact to enrich the relationship with customers.
8. Practice cross-selling, selling products or services related to products or services that customers are already buying from us.
9. Discriminate customers according to their profitability and potential, concentrating commercial efforts on those with greater profitability and potential. Segment the market according to the characteristics of the clients and establish differentiated commercial strategies for each segment.
10. Train yourself continuously. Attend sales and negotiation courses, read related books and articles, and imitate the best professionals’ behavior. Develop your weak points. Make a personal development plan.
11. The most efficient salespeople know what the customers’ purchase motivations are. These are novelty, security, pride, comfort, affection, and economy. As we can see, consumers don’t just buy by price; there are five other motivations. Through the question techniques and active listening, they discover the factors, which are the clients’ motivators and psychological brakes. They structure the entire communication, presentation, and argumentation strategy based on the motivations of the clients.
12. The risk factors of buyers are the purchase price (higher price, higher risk), the life of the product (longer life, higher risk), novelty (higher novelty, higher risk), and the number of people involved in making purchases Decisions (greater number of people greater risk). We must be aware of buyer risks and establish an action plan to eliminate them, emphasizing trust and credibility.
13. The best salespeople spend more time developing trust with customers and, above all, discovering their actual needs. By concentrating more time on these two functions and presenting products or services based on those needs, less effort is spent resolving objections and closing the sale.
14. Analyze the different phases of the sale: prospecting, contact, the discovery of needs, presentation of the offer, resolution of objections, and closing. Study the conversion rates from one phase to another, for example, 100% of prospective clients in prospecting we can contact 60%, of them we only discover the needs of 50%, to whom we present 80% an offer, resolving the objections by 60% and closing the sale with 50% of these. The result is 60% x 50% x 80% x 60% x 50% = 7.2%, that is, we only managed to close sales with 7.2% of the database or prospecting customers. If we can improve conversion rates through study, analysis, and doing what the best salespeople do, we can increase results. For example,
15. Thoroughly prepare for interviews. Get all the information about the client. Analyze the summaries of the last interviews. Set goals for the meeting. Prepare the agenda or the points to be discussed. Prepare the questions to ask. Anticipate the objections that may arise, as well as the resolutions. Plan all phases of sales.
16. The best technique for capturing potential customers’ attention is to appeal to the customer’s pride or curiosity.
17. The most successful salespeople are experts asking the best questions to discover customer needs. They correctly cultivate questioning techniques because selling is asking. They prepare the questions that they will later ask.
18. Develops active listening skills. To do this, do not interrupt, abandon prejudices, stare, paraphrase, nod, focus on the message of your interlocutor, pay attention to both verbal and non-verbal communication, remove distractions and feedback the message heard.