Things you need to know before selling (Career in sales)
Before we start our adventure with sales it is good to familiarise ourselves with key terms you will be using throughout your sales career. If you are an experienced salesman this will be a quick recap. A sale is a transaction between two or more parties in which the buyer receives goods -either tangible or intangible – services, and/or assets in exchange for money or in some cases, other assets paid to a seller.
Selling is first and foremost a transaction between the seller and the prospective buyer or buyers (the target market) where money (or something considered to have monetary value) is exchanged for goods or services. So the best way to define selling is to focus on the sales skills that are necessary to make that transaction happen. Regardless of the context, a sale is essentially a contract between the buyer and seller of the particular good or service in question.
It’s really about helping the customer
One definition is: helping the customer to realise that it’s worth spending the extra. Another definition of selling would be that it’s finding out what they need, helping them to think about what they need and then showing that you can do it, that you can help them. This approach to sales is actually a really enjoyable process; going to go to see a new customer, treat it as a fun meeting.
Selling can be also making new friends and helping them. If you’re helping your customers it’s got to be a good process.
Additionally, selling is well paid and it is a to good career to go into. Often salespeople are the best-paid people in a company and it’s a flexible skill. Once you know how to sell you could do it anywhere if anything happens to your job. If you have to move you will be fine once you know about the sales process you can sell anything you want.
Before this happens, we need to have a data bank of potential customers. The definition of sales prospecting is systematically collecting names of the prospects (called leads).
Qualifying in selling, the process of determining if a certain lead (potential customer) has certain characteristics (such as ability, authority, and inclination to purchase, and economic size of the expected order) that qualify him or her as a prospect. Focus on the most effective way of selling GOAL oriented selling. All situation of communication even social relations very often contains sales element.
Selling is focused also on controlling any linguistic encounter before it starts and managing other objections during the conversation. Selling is a mindset when you take advantage when opportunity knocks to your door.
In the recommended sales model we will spend 10% confirming and closing, 30 % on identifying needs, 20% on presenting solutions and 40% on building a relationship. Remember, when you start selling you already closing! You have four seconds to capture consumer imagination. In goal-orientated selling, you need to understand the outcome as you are there to make money and you there to close.
Develop instant rapport
Especially when they realise that you are an expert when they know you care and that they know that you help them to achieve their goals.
If the product is not good for them to find what is, even if you need to send them to the competition. Get an objection and moving towards the sale. So, you are qualifying even when he said yes as every word has to be deliberate and leading to close.
GET RESULTS IN SALES
Before selling support yourself with efficiency techniques for sales professionals, training and systems that bring results, where you can easily focus on what’s most important in sales and negotiations.