Following an advice when I went to my hometown was to get more academic about sales, and read books and watch talks about the topic of selling. When I was young, my dad took me to a business seminar about selling and how to sell. So following that advices, I decided to get into it and start researching. This haven’t been the first time I have try to do this research and I found great podcast, and even if the podcast was interesting, it came to a close.
This time around I went to youtube and found the guy I once watched as a younger guy and was able to watch all their videos from their sales video seminar. One of the things that I like were the following:
- Clear explanation of the steps
- Methodological process of the sales
- Case studies
Watching the guy perform the scenarios really gave me an input into failed scenarios that I can relate, and how to approach them. Some of the cases depended on phone sales, face to face, written sales. The process described however the same pattern, something called AIDA. Preparing some key areas making potential closes.
Attention – Getting your costumer attention.
- Interest – Stimulate their interest
- Desire – Generating a desire for the product
- Action – lead your costumer into a purchase action
This makes also a psychological flow of high and lows on the consciousness of the client and how to develop a pitch around these flow of emotions. Understanding what triggers these emotions is key to be able to have a competitive sales pitch. Understanding the time management such pitch has to implement is key since one step depends on the next one so close by.  
The distribution of the time and be able to move on needs to be cover by a series of moments that can guaranteed the sale. This is where open and close questions enter and cover your pitch with such also needs to happen. Practicing and tinkering such pitch will lead until the next step which is the acting and making it more natural and conversational. That way we also learn a series on techniques depending on a category of clients that exist.
Other topics include:
- Closing techniques
- Deal with objections
- Producing leads
- Features and Benefits
I will talk about them as a I go along the review of the videos.