Post by account_disabled on Mar 5, 2024 19:21:09 GMT -8
According to Vorsight data , only 3% of the market buys, 40% are ready to buy and the rest are not. Without a doubt, selling is difficult. However, the sales process is easier if you have sufficient knowledge, apply sales techniques and understand the role of the seller. Benoit Mahé, expert in sales techniques, explains that it is essential for the salesperson to specialize and add to his or her functions the ability to understand the needs of the potential client in order to also be able to offer advice. And understanding the needs of customers is a fundamental point. In fact, 76% of customers expect companies to take their needs and expectations into account . If you want to know what you should avoid in a sales process and what the most effective techniques are, we will explain it to you. cta text What to avoid in sales? It is important to know what actions should be avoided in sales , either because they are ineffective or because they can even cause rejection of the product or the seller himself. Some of them are: Making cold calls or contacts: This involves offering unsolicited information without even knowing if the potential client is interested.
The abuse of this technique causes almost immediate rejection in many consumers, since the vast majority hang up before hearing the proposal. In this sense, while in 2007 there were an average of 3.68 cold calling attempts to reach a prospect, today it takes 8 attempts, according to data from TeleNet and Ovation Sales Group. Sending an Europe Mobile Number List unsolicited email: sending an unsolicited commercial proposal by mail, physical or electronic, is considered spam and can damage the image of the company or the seller. Seek a meeting as soon as the relationship with the client begins: when a potential client agrees to consider a purchase option, he or she needs time to mature the decision. Thus, forcing a sales meeting too soon does not allow this process to occur. In fact, 80% of sales require a minimum of five calls plus a meeting. Try to force the sale to close as soon as possible by putting pressure on the customer: even if the customer is ready to buy, they like to know that they are in control, and these types of procedures cause rejection.
Talk about the product without asking the customer: the customer wants solutions to their own problems. Therefore, he does not want to know the characteristics of the product, but to what extent it offers solutions. Sales techniques What are the most effective sales techniques? There are many sales techniques, all developed by salespeople or institutions in the business and sales sector. Some have been in use for several decades, while others are more modern. However, when choosing one or another sales technique, you do not have to consider its age, but rather what type of product or service you want to sell and what sales channel you want to use. However, for a sales technique to be successful, it must be designed based on the interests and needs of the target customers , that is, it must be customer centric. In fact, companies with customer experience are 60% more profitable . Below, we present the most popular and effective sales techniques. AIDDA method AIDDA is the acronym for Attention, Interest, Demonstration, Desire and Action. However, today this process is simplified by eliminating the demonstration phase, thus shortening the acronym to AIDA.