Today, being a great salesperson is an inescapable requirement for professionals. No trade escapes this obligation, nor can one afford to ignore it. We all have to work hard to develop our Panama Phone Number List skills in order to survive in an ultra-competitive and cruel market. There are no excuses that are worth, if we do not know how to sell our work advancement will be difficult; because businesses need commercially competent people to beat their competitors. But do not panic, selling is not such a complex task. With practice and a lot of planning, anyone can achieve a high level in business tasks. What do you have to do to become a great salesperson? First, combat the preconceived idea that being a salesperson means being a snake. Many people fear or block with sales because they have it in their head that sales are for sycophants, charlatans, and other not very attractive or respectful descriptions. And no, that mental idea is a simple stereotype — silly, like most stereotypes. The second step is to reject the idea that selling is a dishonorable activity — another silly stereotype; because to survive in capitalism —which is the economic system that governs almost the entire planet—, it is necessary to sell.
Taking the image of the town square salesman out of his head and erasing that mental scratch that affirms that those who are dedicated to selling do so because they do not have any skill, knowledge or competence, the path to becoming a magnificent salesman is well started. Selling is a process that requires a lot of intelligence; which is full of planning; of tactics and challenges, and cannot be reduced to a simple transaction. Ideas are sold, strategies are sold, objectives are sold, forms of execution are sold, your knowledge and skills are sold, your reputation is sold. Therefore, if you don’t master sales, you will be left behind. Why does it cost us so much to sell? The above was a simple introduction so that we dare to take the bull of sales for the horns, so that we dare to venture into the fascinating commercial world. With that momentum, we will be able to face the first big question: why does it cost us to sell? And the answer to this question is simple: because we are obsessed with the product or service that we offer to the market. Bad salespeople focus excessively on what they are trying to sell and completely forget about the person who wants to buy. And that causes a total disconnect between the bidder and the demander. A disconnection that leads to failure, because no one wants to feel like a victim of a sale, buyers want to be part of the purchase.
Salespeople who stand out have a particularity: they always focus on the customer. Before launching their offer, good salespeople listen to the needs of the consumer, their feelings, their fears, their passions, their challenges. Before presenting his product or service, the outstanding salesperson is concerned with understanding the result that people hope to achieve in exchange for the money they are going to invest. How to make a seductive Forex Email List proposal? The starting point for creating a catchy proposal is empathy. We already said it, you can’t be a sales crack if you don’t focus on the buyer—And we reiterate that we refer to buyer as generic of all transactions, even those that do not involve money. The service provider has to put himself in the shoes of the person seeking the service and be able to understand what he wants. The producer must take the consumer’s side and use the product to, from experience, present his proposal. The politician has to understand and live the problems of the community to gain their trust, design projects and present their electoral proposals. The team leader has to join the team — get involved in the day-to-day life — in order to find the right way to lead. Without that pinch of empathy, the sale is not possible.
The second step is mastery and understanding of what is offered. To create a seductive commercial offer we have to immerse ourselves in the product or service that we plan to sell. Good salespeople are regular users of what they sell, they know its scope and understand its strengths and weaknesses. Nothing takes them by surprise. Discovering every nook and cranny of the product or service, coming across common scenarios when it is used or consumed and verifying that the product or service solves the problem, before launching to sell, are priority tasks. Empathy and ownership are mandatory to discover the benefits that the user or consumer gets from making a deal. Thanks to this, the seller will be able to gather the courage to commit, because he will master what he offers, will have clear answers for common objections and will reduce the future risks caused by commitments overwhelmed by the desire to sell more.
What is the ideal structure to create a business proposal?
To design the structure of a sales process, you have to start by understanding the mind of the potential buyer. A user or consumer lives a very simple mental cycle when making a purchase decision. This cycle is called AIDA—Attention, interest, desire, and action. Attention refers to the concentration of mental activity and the creation of a receptive state in the buyer that allows him to listen and assimilate the offer. Interest is that feeling that arouses in people when they know something that could satisfy a need. Such interest leads to desire — the longing for possession that occurs by displaying a compelling and interest-consistent commercial offer. Finally, action must be taken. Understanding those four stages will create very tempting business propositions. Taking ownership of the AIDA cycle is the best tool to create a commercial offering that captivates and produces action. Professionals who master it understand that the logical step-by-step — the ideal structure — for presenting a business proposal is made up of five simple phases that adhere to the cycle. These are: (i) the summary of the situation that the potential buyer is experiencing; (ii) the presentation of the idea that the seller has at hand to change that situation; (iii) the explanation of the operation of said idea; (iv) the sample and the emphasis of the benefits that the idea has, and (v) the closing of the business.
In the first step, the seller must describe in detail the reality in which the potential buyer is immersed, their problems and expectations. At this stage, details and empathy serve to raise levels of attention. Then, the product or service must be displayed, but very cleverly, without placing much emphasis on business objectives. Here, the seller must find the perfect time and words to show the solution he offers for the situation described above. Then, the professional has to go on to explain in detail the particularities and operation of what is offered to, later, rely on the benefits of the product or service that block potential customer objections. Only up to this point can you move on to the final phase of the proposal: Do you want an example of using this structure in a business proposal? Perfect. Let’s imagine that we are sellers of hammers. What is the ideal speech to get the sale? Very simple: Do you want to build good quality furniture for your home? Would you like to be able to repair everything with little money? We have the ideal solution for you: our versatile and modern hammer – note that up to now we have not used the words buy or sell. This hammer is a tool that anyone can use to achieve amazing results with their furniture. Our hammer is inexpensive, sturdy, and works great for all types of nails. What are you waiting for? Start building beautiful furniture today and fixing everything that is wrong with your home with our versatile modern hammer… Buy it now!
The 8 tricks to make your sale offer irresistible
The structure that we have just presented is a basic business narrative that serves to present an offer well, but that discourse can be enriched and refined to achieve better results. Here are eight ideas that will make your proposals irresistible and capture a high market share:
1. Be very brief . Today people do not have time to endure eternal and redundant speeches. Marketers need to be concerned with the economics of language. The more concrete it is, the better. Always remember that every word uttered in the proposal is an opportunity to captivate, but also to drive away. Think carefully about everything you have to say so that the business occurs, without falling into information excess.
2. Use the language of the recipient . The bombastic language produces a disconnect between the proposal and the potential buyer. Your commercial speech has to be translated into the language, tone and vocabulary of the interlocutor. This will force us to create personalized business proposals, something that can be perceived as an extra workload. But this task, done wisely, will increase the conversion rate – which will end up reducing the work required to reach the expected sales budget.
3. Prepare for objections . A commercial offering is an asset that is never finished being built. Every meeting, sale or interaction has to be seen as an opportunity to improve the narrative of the proposal. Good salespeople take note of objections and then integrate defeating arguments into the offer pitch. In addition, they experiment on each of the appointments until they find the shortest routes to achieve the conversion.
4. Add gift vouchers . Filling the commercial proposal with added values is a very smart tactic to shorten decision times. In addition, these bonuses facilitate the increase of the average ticket of the transactions – this also applies for sales that do not involve money, for example, when I send my resume to apply for a position, I can offer the company a bonus to train your officers in an area that is important to the business and that I have mastered.
5. Put a time limit on the offer . A countdown has a tremendous impact on people. Offering something for a limited time pushes us to make the decision quickly. The bonuses that we talked about in the previous point are very useful to give a time limit to the proposal, especially when I cannot – or do not want to – play with the price of the product or service offered. A case that exemplifies this: buy now my consulting service in social networks and I give you an audit of your website; But only if you buy me that advice today.
6. Create attractive packages . Packages serve to captivate, increase perceived value, and give higher turnover to products or services that remain in inventory. Also, like gift vouchers, they can be used to increase the average ticket in the business. Packaging products is a very old business tactic, but it is still very efficient. However, you have to be careful. Here we are not talking about the worn-out “pay one get two,” but rather the: “Are you planning to buy this? If you take that and add this other, you save so much ».
7. Provide payment facilities . Having few forms of payment is one of the most common objections when trying to sell something. Thinking in alternative ways, learning from each business, serves to nurture the proposal of options that help improve the conversion rate. Never close yourself to a possibility, explore the advantages and disadvantages of each alternative and open yourself to opportunities — yes, without deteriorating the future or the stability of the commercial offer.
8. Reduce prominence to the price . Every minute used to retain the customer’s attention on the situation that needs to be resolved, on the product that solves it, and on the benefits of the product or service offered, is one minute that we subtract from the price discussions. Obviously, the potential buyer will want to discuss this, but it is not the same to start price discussions with or without information. Presenting the value, without having shown the situation, without having shared the benefits and without generating desire in the client is the chronicle of a lost sale.