Effective Sales Techniques and Strategies
Listening
For the seller, listening through the channels of information is fundamental to establishing appropriate interpersonal communication. It requires active behavior from the listener. It is an action that requires deliberate involvement; the subject seeks volunteers to listen. To listen, one must:
- Perceive and feel what the speaker is transmitting.
- Interpret the message.
- Evaluate it according to its importance.
- Give our partner the feeling that you are very attentive to what they say.
Active Listening
- Create a friendly and relaxed atmosphere conducive to dialogue.
- Practice empathy.
- Allow our partner to talk and do not disrupt their exposure.
- Look at the partner as much as you are willing to admit.
- Do not hastily reject the arguments of the other person.
- Repeat the main ideas that our interlocutor mentions.
- Use gestures.
- Rewind.
Speaking so People Understand
- Plan (Form and background).
- Adapt the message to the partner’s level (at the listener’s level of understanding).
- Follow a logical order in the argument (from general to specific).
- Ask for understanding.
Direct Marketing
Direct Marketing is a business communication system that uses advertising to solicit a specific customer response, requesting an immediate reaction via a coupon, an order form, etc. The goal is to win the confidence and friendship of our customers and respond to the marketing action. The aim is to identify whether the customer buys directly. From that moment, and with the data collected, duly entered into the organization’s database, start designing possible actions that support future relationships, adapting offers to them.
The main purpose is to retain customers who have shown some interest and answered calls for the company.
- The offer is made.
- Choosing the right advertising medium.
- The creative presentation.
The Personal Image
Take care of the following, in particular:
- Timeliness: You should not delay.
- Physical appearance: Cleanliness is essential.
- Clothing: Be careful with apparel and accessories. Be discreet and use classic styles.
- The handshake: It should be firm, not too hard, not too weak, and without shaking. The hand must not be wet, as it would give evidence of anxiety.
- The smile and the look: Should convey warmth and sincerity, but always be cautious.
- The words of introduction: The seller must take the initiative of communication in the first moments of contact with a few expressions of greeting prior to entering the matter.
- Personal space: Be careful not to invade the area of spatial privacy of our customers.
Beware the Bubble
In contacts and business relationships, the seller should avoid encroaching on the customer’s privacy; only those close can cross it. The safe distance would be around 80 centimeters, although it varies according to each person and different circumstances.
Credibility in Selling Skills
Must be credible. Must convey a sense of truth in both their words and their actions. Two important elements of reinforcement should be given: extroversion and common sense. Credibility is a trait close to outgoing personalities. Good business must show enormous common sense, constantly going to rationality in expressing their arguments.
Affinity
The identification between vendor and client is one of the key elements in the sale. The commercial should develop links and common cultural references with the customer and make them clear. The ability to get the empathy of the customer. Business emotional intelligence is a skill that enhances their personal and professional effectiveness.
The Mailing
Mailing is a direct marketing tool. Its effectiveness depends on the attractiveness of a series of formal elements that should prompt customer response. If it is possible to prevent the sending from ending in the trash, it must meet certain basic rules that endow it with added value received by the recipient.