We Sell Everything Masterly
“Successful people are not exceptional, but they have one thing in common: they are all passionate people. They have developed in themselves the inner strength necessary for persistent consistency. This makes them able to break the deadlock when the average person would have given up. That kind of mindset is wealth in action. He will show you how to see beyond the simple and ordinary world of things.” Bob Proctor (world-renowned expert in the development of latent human capabilities).
So, if you want to be successful in your business, then you have a lot to learn. And first, you need to have a clear idea of what result you want to achieve at each stage of your career.
First, you need to have sensory acuity to recognize the moment when you have achieved your result. And, secondly, to be able to change your behavior, taking into account the mistakes made in the “past.” It is important to be congruent, that is, to be equal to the partner.
Important! Nothing is more valuable or cheaper than simple politeness. A smile, signs of attention will surely evoke a response and create a friendly and pleasant atmosphere.
Learn to offer not a product, but a happy future, by all means describing how it will come true as a result of the purchase. A vivid example of this is the frequently used manipulation in the sale of real estate: people buy apartments for various reasons (convenience, prestige, for the office, in the case of a family’s growth or, conversely, a decrease in the size of the family), and here metaphors work well:
- New square meters — a bridge to a new life.
- Large apartment — high status.
- There should be a lot of a good person, but a favorite apartment — only a large one.
- You cannot save on the family!
Each person has his own channel of perception, which he trusts to a greater extent. The main flow of information goes through this channel, therefore the primary task of the manager is to learn how to correctly determine this main channel of client perception. To do this, you need to talk with a person about something abstract and at the same time manage to catch linguistic predicates in his speech. After all, you need to sell visuals, audios, and kinesthetics in completely different ways. You need to talk to a person in his language.
Features of telephone conversations
The telephone is an irreplaceable means of communication, and for business, it is an extremely important means of sale. For some reason, only someone allows himself to spend hours uselessly talking on it, while others at this time using telephone communications earn huge money.
It is necessary! Maximum sales efficiency is only possible if you manage to achieve a personal meeting with the client.
And to achieve your goals, you need to follow simple rules of dialogue:
- Extreme conciseness
Before calling a client, think carefully about how and what you will be talking about, and how long it will take you. Questions should be worded in such a way that they confirm the interlocutor’s willingness to speak with you:
- Do you have the opportunity to listen to me?
- Can you spare me some time?
Keep in mind! It is always pleasant for a person to hear his name, it subconsciously promotes mutual understanding. Therefore, periodically call the interlocutor by name.
- Speak in a businesslike manner with clear words.
- When talking on the phone, write down all the important details: dates, names, addresses, numbers. Remember — information rules the world!
- Avoid using parasitic words. If you suddenly lost the line of conversation — shut up for a moment, take a breath.
- Keep the initiative in your hands.
- Try not to use “hackneyed phrases” and clichés in your speech — be creative.
- Be able to end the conversation on time.
- During the conversation, seek dialogue, do not let the monologue dominate on your part.
National characteristics of negotiation
Did you know:
- Why do Estonians, when getting into a minibus, choose a seat in front?
- To get there faster.
- Why do Jews choose the back seat?
- To go longer for the same money (a little humor from Diana Balyko’s book “Negotiations … doomed to success”).
Difficulties in negotiations are often caused by differences in national cultures. It is pleasant to distinguish between cultures in which spoken words are perceived without taking into account the possible hidden meaning. These include, for example, American and German cultures. Everything is clear with them. The word is an order. Jump — is equivalent to running. But in cultures such as Japanese, French, Turkish, context is very important. Sometimes the meaning hidden in words can change what is said to the exact opposite.
In the Near and Middle East, never hand over documents, business cards, or souvenirs with your left hand — in Islamic countries, it is considered “unclean” and is notorious.
Americans love to bargain, do not like to waste time on formalities, try to quickly get to the bottom of the matter. They are not afraid of risk, they are afraid of their partner’s incompetence.
The Spaniards are greeted by their clothes — they will definitely appreciate polished shoes and a white shirt. They are open-minded, have a sense of humor, are great lovers of verbose discussions, therefore, the rules of negotiations are often not respected.
But the most difficult negotiators in all of Western Europe are considered to be the Irish. They know how to do so that the second time they are not contacted. Dislike for “outsiders” is a highly distinctive quality of the Irish.
French partners tend to interrupt the interlocutor, they tend to bargain.
Germans — value honesty and straightforwardness, like to give facts and examples. They always work out their position very carefully.
Based on all of the above, a conclusion suggests itself: you must always take into account where the negotiator was born and is currently working. Never resort to the trick in negotiations with foreigners: “Someone offered us more favorable terms of the deal”; among respectable people, this is considered tactless.
How to build trust?
And finally, a couple more simple and effective psychological techniques:
- Convince the client that you care about his good — the client needs to find a solution to his problems, and then he will become your regular customer.
- In a conversation, the client should say more than you yourself.
- You must definitely have the status of a specialist, a professional in your field.
- To be able to distinguish favorably from competitors.
- Be able to manage customer expectations.
- Smile, be always positive.
- Strive for knowledge, constantly learn, and improve.
- Develop scripts for each potential client.
And also hold seminars, write commercial letters, even provide some services for free, arrange presentations, and develop WEB-resources.
As you may have guessed for yourself, sales success depends on many elements and skills at different stages of the sale. It is the combination of the possession of perfected skills at all stages of sales that leads to the very success that many call the “special secret” or the philosophical stone of sales.