Principle 1: Always sell to people.
It can seem obvious, but I will not get tired to repeat about it: you do not sell to the organisations and not corporations but to live, real people. It is important to remember that all people are different, therefore it is impossible to use with everyone the same approach.
Besides, there are no two identical transactions even if they consist with the same company under similar circumstances.
To become the successful manager on sales, the nobility how to sell does not suffice. You should aspire to that it is ideal to understand people. Probably, it will sound improbably, but the best professionals in sphere of sales actually very much love people!
Remember: people buy from people – and will always buy.
Principle 2: Sell yourself.
When you sell to people do not forget that sell and represent not only a product or service, – you as a matter of fact sell yourselves. Beginning negotiations with the potential client it is necessary to remember some key aspects of representation of the best advantage.
To begin with, be interesting. If to potential clients with you will be boring, you will have less chances to carry away their any product or service that you offer.
Develop the intellectuality. Nobody challenges your mental faculties but whether you are capable to conduct intellectual conversation? Whether you can seriously speak on adjacent themes and support interest of the client?
Be never haughty – be not insolent to the potential clients and do not look at them “from top to down”. Respect buyers, and they will respect you.
In the similar image develop feeling of empathy to the interlocutor. If you can put yourselves to the place of the buyer, it will help you to establish confidential mutual relations. At last, do not allow the egoism to get the best of a situation – the good trading agent should be patient and polite.
Principle 3: ask questions
The good manager on sales knows when and what questions to set to the interlocutor. Develop the skills in this area and do not forget traditional questions: What? Where? Why? Who? And how?
Constantly check the understanding of a situation asking questions to be convinced that everyone is on the right track.
Principle 4: Listen to understand.
Remember: God has given to the person two ears and one mouth; we should use these bodies in such order and in such proportions! Successful professional managers of sales spend only 20 % of all time on speaking – they listen to all rest of the time. For beginners in the field of sales development of skills of active hearing is turning point.
Principle 5: Characteristics should be adhered to benefits.
It is the standard moment in the course of sales, but it is not necessary to forget about interrelation of characteristics of a product and benefits of the goods: characteristics – signs the general, and benefits – private and individual. Describing a product or service which you sell, use «binding phrases» at underlining of favourable characteristics, for example: «One of characteristics of the given service is that and that, and it means that …» do not forget about exclusiveness of your offer.
Today it is quite simple to find a good b2b connection – this is where a professional appointment setting can help you a lot.
And some general tips – today the Internet technologies give you a really unique chance to choose exactly what you require at the best terms which are available on the market. For example, search for free insurance quotes. You will be surprised how fast you can receive range of products and prices for them. Strange, but most of the people don’t use this chance. In real practice it means that you must use all the tools of today to get the information that you need.
Search Google and other search engines. Visit social networks and check the accounts that are relevant to your topic. Go to the niche forums and join the online discussion. All this will help you to create a true vision of this market. Thus, giving you a real chance to make a smart and nicely balanced decision.
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