Salespeople or sales executives face different challenges in their trade and, on the occasion of Seller Day in Colombia, the portal gathered some of the aspects that allow them to grow, work and stand out more in their area.
1. Closeness and customer service
Being close to the customer is one of the skills that salespeople should always work with; Indifference can drive the consumer away and make them prefer competition. It is not about being intense and insistent with the products or services offered, instead, you must help, generate trust and value with the consumer.
“Personality plays a fundamental role; Empathy and the ease of generating relationships of trust make businesses that last over time. Therefore, sellers must be excellent communicators, clear and relevant, “told. Ernesto Martínez Romero, sales manager of Protechnic Colombia.
2. How to understand the customer?
According to Amikam Yalovetzky, director of Tiger Business Consulting, “a good salesperson understands the needs of the customer and is a master at asking questions that allow the resolution of the potential buyer’s current problem. He must know how to influence and respond to other issues or customer requirements without being aware of it. A good salesperson develops these needs to such an extent that the customer can identify the benefits of the solution offered.”
3. Know the product, service, benefit and type of sale
Likewise, to provide excellent service and make a purchase effective, it is necessary to know the sale process of each item, which will depend on the size and type of purchase made. A car salesman or credit counselor will have to understand that his relationship with the customer extends for longer periods, this compared to a seller, for example, of clothing or footwear.
“The sale process does not end with the signing of the contract; it is a long-term relationship that must always be monitored. It is the obligation of the seller that the implementation of the project or product is completely satisfactory. A good salesperson must finish the process until the end, especially when they are large purchases, that way it ensures that the customer makes additional purchases and is satisfied, “added Yalovetzky.
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In order for a salesperson to have successful sales it is important to soak up all their environment, work, product and service they offer. A seller who does not know or is not interested in the product he represents will not attract customers, for this reason it is important to train and prepare for any concerns or requests from buyers.
4. The competition gives you information
“In addition, sellers must know how to communicate the attributes of their product or service, know their competition. That is, advantages and disadvantages, this with the aim of always seeking to satisfy the needs. The best way to handle your customers’ objections is to know perfectly what you sell and what your competition offers,” Martinez said.
5. Goodbye to lies
Now, among the things that a seller should not do with his customers is to be ‘clever’ and liar, because sooner or later the complaints will come. Martinez warned that “a salesperson who listens can better determine the needs of his prospect and does not need to promise things and not fulfill them, increase or omit aspects of the product or service.”
Before presenting a product, service or benefit to a buyer, the good seller knows that “there are several steps before presenting the sales solution and it is to develop the customer’s need, so that later he exposes the characteristics of the product or service and the client understands the meaning of the benefit of these; presenting the product early in the sales process is a common mistake,” Yalovetzky added.
Finally, sales and similar executives are tasked with analyzing and relating the needs of all your buyers to the benefits of the product. Here aspects such as interests, gender, ages and other characteristics that will vary according to the market and services offered come into consideration.