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.