Before starting a sales process it is important to know the needs of the client, that is why it is important to always go further, and not just limit yourself to offering a product.
by Adhir Uzcátegui*
A fundamental thing in the sale of security is the condition of having capacity for interpersonal relationships. I studied electronics until one day an advertisement in the newspaper changed my plans. I started working selling long distance in a telecommunications company."I had to travel all over Miami offering the services. I thought it was a perfect learning to be able to start my sales process."
I liked it so much that I abandoned the idea of everything else and traded everything for the career in the world of sales, especially in Security. For fifteen years I worked in the corporate culture, in which I received many recognitions as a "Star Seller".
Then it caught my attention to train people on how to sell from the customer's point of view with spectacular results, the best way to learn is by teaching.
Today I still love doing webinars and sharing everything I've learned from all over Latin America. In addition, I have created and taken my essential ten-step method for sales to more than 19 countries around the world.
In fact, that's why I'm writing to you today, because sales is my lifestyle that has led me to make my dreams come true both personally and professionally.
At the end of the day I assure you that a good salesperson makes it your way of life even more than an activity for which you receive a salary. "You are not a salesman for the money, but because you esteem people, the salary comes later."
What are the skills of a good salesperson?
First of all, you must have interpersonal relationship capacity, that is, be able to bond with all kinds of people, from a farmer to a lawyer, from a grandmother to a recent graduate of the University. That includes the intuition to treat each one.
Then, have integrity and responsibility, keep the customer's interest present at all times, be honest and give a realistic view of the product you sell.
Thirdly, you must have the necessary self-discipline so as not to lose enthusiasm in the face of rejections, which can be very frequent. Also courage to ask someone to buy something.
Finally, a good salesperson is someone who is positive, who loves life and seeks new experiences.
Is it a difficult profile to find in the market?
Good managers can find good salespeople, because they attract them. It's like wondering if it's hard to find good friends. If you're a good friend, you'll probably find them easily.
What is the hardest skill to find in people who are dedicated to sales?
The ability to establish interpersonal relationships and, in particular, the intuition to know how to treat each person. A salesperson must be able to be kind without getting so close that it scares the customer. You have to know who you can get closer to and with whom you need to keep some distance.
We often go out to look for inexperienced staff to dedicate themselves to sales, because we understand that it is good to have people without limitations not preconceptions about the products.
Is there a change in the profile of sellers?
Before, selling was about marketing a certain product, such as cars or insurance. Today, it is known that selling means finding a need in the customer and satisfying it. We all sell what we do all the time.
Good people
It is a combination of elements. My practical experience on the one hand, my observations, my studies and readings on psychology, and a constant effort to be in touch with my own feelings.
The reason is that we cannot understand what motivates and makes other people act unless we understand what motivates us.
Right now, I train groups of coaches in sales, and I'm often asked what books on the subject I have to read. I advise them not to read about sales, but psychology, autobiography, life stories of people who have succeeded, athletes and sportsmen.
In the courses we talk a lot with the salespeople and coaches about their own feelings and relationships; we talk about being good people before good salespeople.
How do people react to that approach?
The reality is that I can't start a seminar talking about this. To get them to listen to me, I first have to show my courage, show that I know the subject, that I can increase their knowledge, that I have gone through what they experience daily and that I understand them. Only later can I talk to you about ethics and lifestyles.
Happy sales!
* If you wish you can write to the author of this article at email: [email protected]
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