The art of selling is one of the great mysteries hidden in a marketing agency and in the heart and know-how of the professionals who work there. Selling is complicated and in these times, even more so.
We know we have a good product, but today that is not enough. Competition is lurking and there are good products everywhere. What is important and definitive? To get the spark inside our potential client that makes him decide for us, that is, for our product or service.
Our potential as sellers is undoubtedly in our ability to learn. If you have been doing this for a while, you will know that in order to achieve your sales goals, reach milestones and become a good ally of your customers you have to have trained a lot. Most learning is based on a method as simple as it is effective: trial and error.
As in most facets of our lives, we learn by losing. We also learn how to sell. That is why we are convinced that these tips can help you and much, as they are helping us to persist in our goal and our profession.
1. Not knowing your target customers
Did it surprise you? Well, it shouldn't. You can't imagine the number of professionals and companies that get down to work selling their products or services blindly. We are all a bit stressed out with the day to day, but we can't be in this profession running around like headless chickens.
You can't recommend a product if you don't know what kind of business it is for. That is why it is important to investigate the characteristics and needs of each client in a specific way. It is a complex and costly task, especially in terms of time. But it is the indispensable formula to hit the target and stop wasting hours making useless efforts.
It is true that your task will not consist of analyzing three or four businesses or companies. Most likely you will have lists with hundreds of them. To simplify your work, it is important that, before making any call, you have a clear idea of what the company does and why it might be interested in your product.
That's why you have to segment by taking into account different parameters, such as the sector, the size of the company or the location. You should work on a restricted list, in which you have discarded the companies that definitely, for whatever reason, cannot be your potential customers.
As soon as you have the companies delimited, you will be able to work in a more detailed and specific way, pointing out specific details about each one of them.
2. Not having well established prices
How much does it cost what you sell? Presenting a product or service offer to a customer without indicating a price or cost is simply a mistake. By making your product known by indicating a quantity we are offering our future client clarity and transparency.
- To do this, we must first have studied what our prices will be, taking into account two issues:
- The first one is to know well the prices of our competitors
The second is to balance the costs and benefits (something that can be complicated at first, but is absolutely necessary to make a profit and live from your work)
What is usually offered is a price plan, with services or products at three levels: basic, medium and premium. If we are able to offer a competitive price for the intermediate option, it is most likely that the client will end up deciding for this one, instead of choosing the basic or premium modality, whose choice will undoubtedly be much more difficult.
3. Do not listen to your customers
We have talked to you about the importance of knowing your customers, but there is another key point: it is to learn to listen to them. Your starting point will be full of assumptions, but in order to understand what that company really needs, it will be essential to have a conversation.
It is essential to explore what their daily needs are and to understand what problems you can solve and what others you are not yet solving. The lesson and learning that you will take away from your conversations will be very valuable for the present, but also for the future.
4. Setting the bar too high
Are you starting? Don't worry about it. Initial euphoria is natural in a start, but it's usually not good advice when it comes to working with your feet on the ground. In this sense it is important to have real goals set, which you can meet. And another very important issue: that you can adjust as the weeks go by and get closer to reality with its multiple conditioning factors: the market, the moment, the socio-economic context, the reality of the company in particular and a long etcetera with which you will have to shape your expectations.
On the other hand, it is also fundamental that you are honest with the client, so that both you and he are clear about where you can go.
5. Not having put all the effort in shining
One of the obstacles we all face is, without a doubt, competition. There are many companies that try to sell the same thing and offer services or products very similar to ours. Sometimes there is hardly any difference in price. What should your objective be in these circumstances? To shine and shine.
And to achieve this, no special effects are needed. You just need to know how to answer some basic questions: What can you offer that others don't? Are you fast, effective and punctual? Are you committed? Do you have creative potential?
If you are able to do so and demonstrate it, you will probably start to shine soon. And your clients and future clients will know it.
You don't get to be an ace in sales overnight. We all make mistakes and in our business, mistakes are key to learning. As in everything, you have to work hard and be very aware of what your goals are. To do this, it is essential to make a considerable effort to know your customers, understand their needs and problems and be willing to solve them.
Knowing how to adapt, readjusting your plans when necessary and showing that you are better than your competitors will be your passport to success.