In the world of sales we must adopt a position beyond just marketing a product, we must be active formulators of solutions and satisfactions for our customers.
by Adhir Uzcátegui*
When you read or listen to so many great salespeople in our security industry and have had the opportunity to work in sales for quite some time you are convinced that you must re-learn almost everything, there are too many new techniques and too many new tools. We are surrounded by paradigms that in light of today's world we must destroy, if we want to be more effective in sales and build long-term relationships of trust.
Sometimes being so long doing and talking the same thing, one must stop and return to the basic points of the seller.
For those who have not had the opportunity to know some of his proposals, I share some, which I am sure, are more valid now than ever.
The salesperson who sits in front of the customer with the mental obsession of "I have to sell, to persuade at all costs", begins by blocking the best of his tools "understanding". I can make them complicated but at the end of the day "Understand" means knowing how to extract the essence of the experience that a client has lived, where the emotional and rational factors must be identified and balanced so that the proposal can be adjusted with Intelligence as solutions that respond to what the client needs and wants. No more, no less.
Good salespeople don't talk much, they love to hear their customers' stories. They are not interested in the history of the product. The customer narrates, the customer tells the story, the salesperson makes the story flow, is continuous and reveals the most transcendental for the client, in such a way that he can establish what will happen or how he sees the future.
The best sellers participate little in closing the sale. It is not about pressing and pressing the closing looking for the client to make a decision for which he does not feel ready. When a customer wants to close a sale, they close the sale. The pressure generates a negative effect and prevents the seller from understanding that the customer is missing. Therefore, the idea is not to press, but to generate the conditions in which the client feels comfortable closing the sale.
The era of the talking brochure is over, customers have a lot of good information about what they want and the safest thing is that their product is not the only one they are considering. Therefore, smarter, more sensory, more adaptable sellers are needed. You need to be more of a doctor than a pharmacist.
The products are becoming more and more similar, the information of them is increasingly ubiquitous and soon, everyone will be able to take the product from their digital shelf. Creating value in the sale will make a difference.
In the coming months we will be giving webinars, absolutely free to strengthen the sales and marketing area throughout the region, if you want to participate just write to me [email protected] we will gladly keep you informed of the next trainings that we will be giving.
Happy Sales!
* If you wish you can write to the author of this article at email: [email protected]
