No matter what your area of work is: production, marketing, operations, administration or finance; you should always be a sales person. Why should you be a sales person every day? It is not just selling your company’s products and services. You must also sell projects, budgets and ideas. And keep in mind that your customers are not only those who pay bills, but everyone with whom you come in contact.
Therefore, every manager and executive should have been a sales person at some time in his/her career. The skills and experience acquired are essential and difficult to learn otherwise.
The article by Steve Tobak in Bnet.com listed 5 key issues that we must learn from the Sales Manager:
- Shut up and listen
- Problems create opportunities
- Relationships are everything
- The customer always comes first
- Understand the motivation of others
You cannot call a customer a liar. With this in mind, be prepared to recognize the "lies" and have the correct response.
"We always get a higher discount."
Reason for lying:
To obtain better prices.
The best answer:
Ignore it and stand firm. Requests for a better discount, especially if you are already almost closing the sale, are simply attempts to achieve "the best deal possible." If you lower your price at this time, you will lose credibility and end up finalizing a business deal with very little profit.
Creating a space to catch the attention of passers by is the result of a good mix of business know how and theatrical art.
The keys to Visual Marketing are very similar to theatre. Concepts such as "composition" and "scene setting" are essential for creating window displays and retail spaces where clients have pleasant "experiences" that trigger the intention to buy.
How I can sell more? Why aren’t customers buying from me? Am I losing out?
Any entrepreneur or executive needs to perform permanent and constructive self-criticism by asking questions such as "How I can produce and / or sell more? Why aren’t customers buying from me? Am I losing out ? ", so says Juan Vega Gonzales, director of PROMIFIN, a program sponsored by the Swiss Cooperation in Central America.
What are the main skills to develop to be a sales champion?
SKILL #1: Building the Buyer-Seller Relationship*. Salespeople need to develop a better understanding of the buying process that customers actually follow-the real decisions they make, and when they are made. Then salespeople need to match their sales process with the customer’s buying process.
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