Are you an entrepreneur, a seller or a professional?
Then you will find yourself selling your idea, your products or services, your services and so on. There sale it’s part of life, especially working life, and the more you know how to manage relationships with other people, the greater your chances of being successful, whatever the field you deal with and whatever meaning it has for you this concept.
In fact, success could come from closing a deal or a contract, from creation of a partnership profitable, from getting the job you wanted etc. Selling could be useful to you personally or it could be the quality required by the companies you want to collaborate with.
If you think you already know everything you need then I would like to tell you that this is the first sign that should make you understand that, in reality, you need to know more. In fact, one of the primary reasons that will make you a second-class seller or entrepreneur is thinking that you have already arrived.
The only way to not fall behind is continue tirelessly, throughout his life and career, the learning process and updating. But since I know that it takes time and effort to find good sources to update yourself on, I chose to create one here collection of my articles in which I deal with the topic of Sales.
Collection of the best articles on Sale
These are all posts on my blog – where you will also find many others – but here I put the links to the topics to start from at your immediate disposal. My desire is for it to be your reference tool when you feel the need to do some in-depth analysis on sales in all its facets.
Furthermore, if you feel the need to start, or restart, from the basics, I have collected what I know and what I put into practice firsthand within the Fundamentals of Sales video course. Your knowledge and skills are part of that set of elements that no one can take away from you and which you can always use to get out of periods of crisis, or even prevent it. If you want an immediate answer on how to grow your business, click the button below.
Techniques for knowing how to sell
Selling is an art that you may be good at, or good at, but which requires training, updating and perfecting. Knowing the right ones sales techniques you will be able to become more skilled in your profession and grow your career, build profitable relationships with clients and convert potential ones.
Remember that sales strategies are not magic formulas and cannot all be applied regardless of the situation or people. You have to know them and then use the right ones at the right time. You need to know how to manage them, gain experience and modulate them based on the customer you are dealing with.
Set sales goals
Having goals is essential in any field. If you know the goal to aim for, it will be easier to plan the route and the steps to take to achieve that result. Goals also allow you to better manage communication in a coherent manner so that you have an effect on the person listening to you.
The objectives for a business are of different types: commercial, marketing, branding and then the sales goals that have to do with the company’s revenue, services, products and growth. They are important both from the entrepreneurial point of view and from the sellers’ point of view who must have clear ideas on what results to bring to the company.
How to be a successful salesman
Commercial activity is fundamental for every business or professional because without sales there is no turnover. In a market where the watchword is increasingly “competition”, how can you get customers to buy from you?
The steps to bring a consumer to know your brand, to become interested in your products or services, up to completing the purchase are many and involve various activities, including marketing and obviously sales. In this case we focus on the final phase, the one in which the successful salesmanon how to approach the customer to close the deal.
Planning and Business Model
Why? Things? What is it for? What if I’ve never had one? Am I still in time? Do I need to prepare it before starting my business? If I already have a company, do I still need it?
Here are some of the questions that come up when talking about Business Model. All entrepreneurs and professionals should create one because it is the necessary tool that identifies how your business makes money.
To draw up your business model you must take into consideration the entire process you implement to support your business: how you operate, how you earn, how you intend to achieve your goals.
Furthermore, it is a strategic document that should be updated over time to always be in line with the changes and needs of the company and the market.
Create a sense of urgency in the potential customer
Urgency is an effective technique you can use both on your website and when you’re face-to-face with customers. In fact, it is used in both sales and marketing to give a shock to consumers who are “still thinking about it”.
When we are put under pressure we tend to make decisions more quickly, on the contrary, if we have a lot of time available we are inclined to procrastinate because we feel we still have time.
In short, what happens when on Booking we see the words “only two left” on the accommodation solution we are considering.
You discover how to create a sense of urgency that is suitable for your products or services and resonates with your potential customers.
What is the right price
Afraid of choosing a price that is too high that it becomes a barrier to purchasing or one that is too low that disqualifies your product?
In fact, to be able to sell well it is also important to find the right balance when it comes to prices. There are a number of strategies that serve to determine the selling price so that you don’t have to sacrifice earnings or even devalue products or services.
Choosing the right price requires strategy and a variety of analyzes both of your competitors and within your business. Furthermore, the price may not be a single and definitive one, often before reaching the final one you have to go through other strategic steps.
Increase sales and conversion rate
One of the methods to increase the rate of sales is the Consequence Sellingor the sale accordingly. Do you know what it is?
In simple words, it consists of making the customer who is already in the purchasing phase buy an additional product or service. So, it could be a higher-end product or a product related to what they are buying.
The tricky part comes in how you convince the customer to purchase an additional product. It is important to serve the customer’s interests and not just those of the company because when the consumer understands that he is earning from it and if his satisfaction increases he will be more willing to continue doing business with you.
The power of empathy in selling
We often talk about empathy to be able to communicate with others, but is it really a skill that can make the difference in sales?
The answer is yes!
Customers are not numbers that help you make a good impression on your colleagues or that lead you to increase your turnover. Customers are, first of all, people. And as people they allow themselves to be influenced by their sensations, by the perceptions and emotions by which they are pervaded.
THE’empathy in sales it allows you to get in tune with the people in front of you, it is that quality that allows you to understand what their needs are and, consequently, satisfy them.
Handle objections during the negotiation phase
Customer objections can be dangerous to the success of the sale. If you don’t know how to handle them you could be caught off guard and the customer could lose trust in you.
There handling customer objectionsFurthermore, it leads you to see things from his perspective, to identify with him and to better understand what he needs. Every now and then in sales the trick is knowing how to give the right reassurance at the right time and thus overcome consumers’ negative thoughts and doubts.
Learn to understand what customers’ possible objections are, what questions they might raise about products or services and be prepared to respond in order to sway the negotiation in your favor. Be careful, this has nothing to do with manipulation, but with persuasion.
Harmful customers and how to avoid them
I’ll tell you a secret, not all customers are good, some are perhaps better lost than found and you have to have the courage to let them go.
I know it might be a little scary, but if a client takes away your precious time, which you could use elsewhere, without bringing significant benefits, then it’s not for you.
Professional relationships are two-way. The agreement must arise on both sides otherwise it will always be a struggle to be able to understand each other and work well together. In short, to grow your business you need to understand what the customers to avoid and focus your energies on acquiring and pursuing those that are most positive for your business.
At this point and with all the topics covered in the articles I have recommended, you can do a varied and complete in-depth study on the topic of sales. For a next step or if you want to have answers about your specific professional or business reality contact me for a consultation.