Six steps to sell any product at any time
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| Six Steps To Sell Any Product At Any Time |
Achieving the profile of the best suitable salesperson requires skill and certain personality traits that, although they may develop over time, do not guarantee success if an adequate method is not used.
Sales will always be the main source of income for any organization. Whether in the offer of a product or a service, the birth, growth and continuity of the companies are in sales.
The sales process as previously conceived - "the art of convincing someone to buy me something" - no longer exists. The name of the game now is to add value to the sale and look at customers as long-term buyers.
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An approach to that ideal sales process is developed by David Kahle, one of the leading sales coaches in the United States and author of the book "How to sell anything, to anyone, at any time", in which he emphasizes the importance of understanding that selling is something simple but at the same time presents many challenges to achieve it really well.
The six steps that the author calls the "Khale style sales process" can be used to sell any product at any time.
Step 1: Deal with the right people
The author defines "treat" as the interaction by any means of communication, and the "right people" are those who have a need or interest in their product. "If you do not deal with the right people, you waste all your time in the wrong place."
Step 2: Make them feel comfortable with you
That people believe you is a fundamental pillar for people to decide before the planned and not to be hesitant, and in the end end up looking for another seller or product. "If they feel comfortable with you, they will not mind dedicating time. They will be much more open to share the necessary information so that I can offer them the solution they are looking for."
Step 3: Discover what you want
The best sellers stand out for being able to satisfy the interest of their clients. Manipulating the buyer's decisions is not a guarantee of a safe sale. For the author, this step is the essence of what sales are. Concentrate better on discovering what motivates your client and what you are looking for in a seller, is the axis on which the entire sales process revolves.
Step 4: Show that what you have gives them what they want
"Proclaiming product characteristics is the preferred routine of the mediocre seller". The process to reach a higher level as a seller includes thinking about a strategy to present your product to the customer as what you really need and what you want.
Step 5: Get acceptance in the next step
Closing the sale of any product is a complex step, because as you can decide once you have managed to give the client what he wants, he may need other opinions to be finally approved. "Every sales interaction has a presumed next step. If you call someone to make an appointment, the next step is that appointment." Getting your sale closed after that step, must be your ultimate goal as a seller.
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Step 6: Follow up and use the transaction as a lever for future opportunities
If a client is satisfied, he will surely do business with you and discuss it with his acquaintances. Use the sales visit after having made the sale, this will enhance future opportunities with your client and his acquaintances.