When we are children, we are taught that before moving from one game to another, we have to fix what we had around. In the world of sales, this is a bad approach.
Having only one affair at stake means that the moment it ends (for better or for worse), we will have to ask ourselves “what now?”. If we can manage several deals at the same time, like a juggler twirling balls in the air, we will be able to maximize our productivity as sellers.
In this article you will learn some of the tricks to become the best seller in the world, you will learn to structure your day, to communicate with potential customers and above all to have fun, because selling is fun.
How a seller is born
You have decided to pursue the seller’s career. Fantastic, but there is only one problem: you have no idea how it’s done. Unfortunately nobody will tell you how. Nobody can show you the way to your success, you will have to find it yourself. All you need to achieve success is already within you, you just have to be able to find it and put it into practice. The path that leads you to success from scratch cannot be clear from the start, you will only see it in retrospect.
The first step is to decide, to take the first step. The initiative will become what always pushes you to go further, and perseverance will be what will accompany you along the way. If this scares you, don’t allow fear to block you: use it to give you a boost. Remember the moment when you felt failed, good for nothing, and use the memory of those feelings to push yourself further.
- Take the initiative . What does taking the first step mean to you?
- Dig deep and find perseverance that will take you to the finish line.
- Let your fear push you to success.
- Never forget , none of this works without self-confidence.
Learn to say “yes” to opportunities
Especially at the beginning of your career, you will have a lot of doubts and insecurities. Learn to say “yes” to the opportunities that present themselves, you will have the opportunity to experience and learn along the way.
If you answer “no” when an opportunity presents itself, the only thing that can happen is that it turns into a missed opportunity. Many novice sellers struggle to get on their feet just because they are not brave enough to say “yes”, even when an opportunity seems like madness.
This means that you may find yourself playing a game where the rules are decided by someone else (the customer), and you must be prepared to accept this.
Also remember to turn negative elements into positive ones. Listen to customer reviews, what could be a negative factor for one customer could have a different effect on another.
Think of each meeting as a potential friend
It is very important for a seller to be able to create contacts and connections. We meet people everywhere: at parties, in shops, in the gym.
Everyone we meet is a potential customer. However, the connections we create must be sincere. Many sellers pretend to create a customer relationship, but the real goal they have is sales. This can work for the single sale, but the real seller is not interested in the single transaction: he wants a trusted customer.
The sentences made are not needed, try to think of each new meeting as a potential friend.
Two figures who often meet are the “used car salesmen” and the “tour guides”. Try not to be one of these two figures, and your connections will benefit.
The “used car salesmen” are those who don’t care who you are and what you need, they want to push you to buy what they have to sell, regardless of whether it’s right for you.
The “tourist guides”, on the other hand, are those vendors who do nothing but list the characteristics of a product, just like a guide that lists the places of interest in a historic center.
The rule of three F to sell
One of the most valuable selling secrets is the “three F rule”
- Follow-up : the first contact when a possibility materializes. This first step is fundamental for establishing a relationship. Never wait for others to do it. Keep following active customers every single day.
- Follow-through : once you are in negotiation, follow your client. Do what you promise to do, and take responsibility for the deal. Never forget that you don’t have a client, you have a human relationship. This step is essential to bring the agreement in the right direction.
- Follow-back : the contact at the end of the negotiation. Do not forget to keep in touch with past customers, they may return to being so, the relationship does not end with the negotiation. Keep in touch with lost customers too, they could become customers for another business.
The seven phases of the sale and the 3Ps
No sale is the same as another, but there are some steps that characterize almost all transactions.
Circumstances and emotions will change, and a good intermediary must learn to recognize the seven stages of each sale:
- Enthusiasm : “Wow, my life is about to change, I can’t wait”.
- Frustration : “I can’t control every aspect of this transaction, so I vent on the seller.”
- Fear : “What if I find something better? Will it really be the right choice? “
- Disappointment : “I did it, I spent the money. But was it the best thing? I could have done better “
- Acceptance : “Well, it’s done now, there is no going back”.
- Happiness : “It will be spectacular!”
- Relief : “I’m glad it’s over, I certainly made the right choice!”
To accompany a customer on this journey, a good seller must know how to be empathetic, make him understand that he is not alone. He must also be able to reassure him that everything will go well, and that he will follow him to the end.
There are three types of customers: hot customers are those with whom you are managing a sales agreement, lukewarm customers are those with whom an agreement is close, but is not yet materializing, and cold customers are those with whom there are no agreements in sight, but they are contacts we want to keep. To do this, we can use the 3 P’s:
- Push – a small push in the right direction;
- Pull – sometimes moving an object away from a buyer will make him understand how much he actually wants it.
- Persist – continues to remind him that this is the right choice.
If we have bad news, we use a positive sandwich: we put the negative between two “slices” of positive, in order to mitigate its effect.
To be productive you need to be FKD
To be efficient, you need to structure your day to be as productive as possible. Try waking up early (isn’t your success worth half an hour of sleep?) And dividing your day so that every moment is dedicated to a specific task.
There are three basic roles that you must play, and each of these must have its place in your day:
- F – Finder . The CEO, who decides how to run the business.
- K – Keeper . The CFO, the one who makes the financial decisions.
- D – Doer . Like a soldier, the one who carefully does the work necessary to bring the business to success.
The four principles that help to pursue success
Each of us has characteristics that push us to pursue success. Identifying these four principles and keeping them always in mind can change our life. These answers may change over time, so it’s important to review them regularly.
- The reason : why do you do what you do?
- The job : what do you do every day to expand your business?
- The wall : what are you running from?
- Victory : what are you trying to achieve?
Create your own seller identity
Each of us must create its own identity, and play on its own strength. No matter who you were before you entered the world of sales, use your experiences and skills to become the best seller you can be.
Refine your presentation technique, study your product, be ready for any question the customer can ask you. Use this information to create a story, not just present a list of facts. Learn to understand what the customer is communicating to you and react to what is happening.
It can also happen to fail, the important thing is to do it intelligently
Some deals are unsuccessful. And that’s fine, it’s part of the game.
Some negotiation techniques you can use to complete a deal are:
- If the asking and offered prices are too far apart, do not leave the game. Try to reduce the distance step by step until you find a meeting point.
- Understand at what stage of the sale the customers are, and use this information to steer them towards an agreement. Use their uncertainties and fears as tools to help them make the right decision.
There are many reasons why a deal may not go through.
Here are some of the most common:
- Communication problems – it’s your job to make sure there is always an open line of communication.
- You are responding to the customer, but without actively reacting to their requests. Do not use formulated answers and sentences made, try to communicate in a genuine and empathetic way.
- You created too high expectations. This often happens to novice sellers, who, in order to satisfy the customer, accept unrealizable requests. In this case, be honest, and work with the client towards a more realistic solution.
- You don’t know your product well enough. You must be ready to answer any questions. If there are details that could interrupt a negotiation, you must know them immediately, otherwise you risk wasting time and making customers lose it, risking losing them.
- You have a too “plastered” approach – be spontaneous and natural. Show confidence in yourself, without leading to arrogance.
- You are too focused on money. Remember that every sale is a human relationship. Money is the happy ending you have to work towards, but it’s not the whole story.
There will be times when you think you drop everything. Do not do it.
When you feel downcast, remember:
- Are the expectations you created reasonable?
- Are you inactive? Think about why you are doing all this.
- When is the last time you got rewarded?
The most common obstacles in sales
In the world of sales it is very easy to run into obstacles. There are obstacles in every situation, at all times. Taking obstacles as an excuse for not moving means killing our career. An obstacle is something that we can overcome, and we must be ready to face them constantly.
Here are some of the most common obstacles, and some possible solutions:
1. “How can I get noticed in the midst of so much competition?”
- Develop a unique promotion that differs from what is already on the market.
- Use your contacts and influences to distinguish yourself from others.
2. “I don’t have enough money to invest in my career”
- Use social media – they are affordable for everyone, they are free and have a potentially unlimited audience.
- Remember to keep in touch with potential customers, past and lost.
- Learn your art. Know your product. Study your market.
3. “How can I motivate myself to achieve my goals?”
- Cut the net – identify what are the things that are limiting you, the “net” that traps you, and find a way to eliminate them.
- Plan a trip – plan a vacation you’ve always wanted, and mark it on the calendar. Every time you look at it, you will have an incentive that will push you.
Some last tips to take the first step:
- Don’t wait for perfection before leaving. The “perfect time” to start is immediately.
- Don’t worry immediately about the office, furnishings, collaborators. Let the volume of your business dictate the growth of your structure and your team.
- Remember to put energy, enthusiasm and perseverance into it.
The importance of practicing the art of selling
To be good sellers, you need to know how to create relationships with customers, and to do this you need self-confidence. Attending a comic improvisation group, where there is no “no” can help you think on the spot, and never get stuck when the conversation suddenly changes, or when something unexpected happens.
Your body and your voice are your main asset: make sure they are always on top. If you want your voice to project safety, do warm-up exercises and train on diction. Adopt correct posture, exercise your body to be expressive, train yourself to transmit emotions.
Every day must start on the right foot: a very useful tool for this purpose is a sort of “ritual” that starts our day. A sentence, or even a simple gesture, repeated every morning have the power to give us that momentum that is needed to get on track.