How to sell?
How much do you think you know about Sales?
Sales Factors The customer always depends of several factors to decide if he/she will buy the product or not. •Money •Time •Impulse •Project or current need in the company/customer •Because of the seller This factors are the ones we need to take into consideration during the sale touch point.
Technique 7 1. Presentation 2. Identification 3. Introduction 4. Speech 5. Pre-Closing 6. Closing 7. Settling
1.Presentation Goal: Tell my name & position. What organization I represent & it’s purpose.
“There is no second chance to make a good first impression!”
NLP(Neuro- Linguistic Programming) •We program our mind for the verbal and non-verbal language. •By changing your reactions you are able to change others reactions and influence situations (affirmative head, smiling...) •Communication: non-verbal & attitude (55%), voice tone (38%), words (7%). •Persuasion: Its a communication method that teaches you how to create certain motivation stages, happiness and pleasure in ourselves and in our customers. Identify if the customer has a profile more auditive, visual or kinesthetic. •Perception: What the seller projects in the first 30 seconds of the meeting is what makes the customer decide he he/she will make or not business with you (Brian Trecy).
2. Identification Goal: Identify the customer profile & know his/hers needs.
Establish an effective communication, making questions that will allow you to recognize important information to understand the needs of your customer and in this way enable you to precisely focus our product to this needs.
2. Identification Example of questions: What do you do outside of university? Did you ever considered having a volunteer/professional experience during your studies? Why? Where? What kind of culture would you like to experience? Make the right questions to try to understand the needs of your customer. Creat in the customer the needs “mindset� so that you can then showcase the right supply and & sell it.
3. Introduction Goal: Inform (names, locations & trajectories of AIESEC + Make aware (explain the products & services of the company)
It’s very important to have an overall knowledge of aiesec products, this will enable you to pass security & credibility to the customer.
4. Speech Goal: The only purpose is to motivate Factors that help to generate motivation: 1. Don’t sell characteristics, sell benefits 2. Allow the customer to speak & participate 3. Have a good tone of voice 4. Pay attention to your body expressions 5. Give examples
5. Pre-Closing Goal: Check the level of motivation & acceptance the customer has towards the product/service.
The pre-closing is focused in making specific questions to the customer to check it: What do you think of the product/service? What do you like more in the product? What may benefit you the most in it? Why?
6. Closing Goal: highlight in an economical approach the benefits that the product would bring to the customer in case he/she would buy it. Talk about the price of the product.
The seller needs to feel internally proud of the product that he/she is selling. If you are not convinced of what you are offering, you will have issues in convincing others.
7. Settling Goal: Register the sale and focus in “next steps” with the customer.
“The most important aspect of any company is not that the results & growth are inside it’s walls. The result of a sucessfull business is to have it’s customer satisfied.” – Peter Druker
Now for real... Let’s practice with our products!
Technique 7 1. Presentation 2. Identification 3. Introduction 4. Speech 5. Pre-Closing 6. Closing 7. Settling
Tracking! • 24 Hours “Law” (follow-up) • Fullfill what you promise • Have an organized agenda • Keep timelines
Remember... •You are not born as a seller – you make yourself a seller! •24 hours follow-up! •Generate trust (do not promise what we can’t deliver) •Break the ice (respect vs trust) •Leave it up to the client •Don’t just sell – extract information & build upon it! •Be friendly and kind around everything that moves •Always SMILE! :)
Your sale is not over after the customer applies.... Not even when the customer signs the contract or pays...Your sales continues till the customer experience starts!