Process of selling

Sales cycle
The sales cycle about how to manage the leads.

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
  • Requirements
  • 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.

  • Sales AIDA
    Curves and process of sales

    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. [1] [2]

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:

  1. Closing techniques
  2. Deal with objections
  3. Producing leads
  4. Features and Benefits

I will talk about them as a I go along the review of the videos.

 

Advertisements

Sales and closing

During the week that I have been here, I have been going out with friends, and spend sometime in the pool. But to be honest, beside spending time with my parents and having a conference with my alma matter. I have no idea on what to do here, so as my mom was meeting with her friends, he came up with the idea to introduce me to one that has experience on selling insurance.

Nowadays I have been pretty open about connections and listening to what people have to say, specially when it comes to experiences.

So we went to have some coffee and eventually her friend arrived and start talking to me about the sales process. How to evolve from the first meeting and how to schedule meetings until the closing period. I have been very frustrated with the way I have dealt with people when they don’t say no ever, but always apply delaying tactics until you are just exhausted to keep going on.

Key issues regarding closing and dealing with multiple entitled and also transition to negotiation techniques. Prepare to offer deals but also offer contracts to sign.

The techniques go like this:

  • Planning the meeting
  • Break the ice
  • Products
    • Offer benefits from the features
    • Regulate the voice
  • Manage inquiries and objections
    • Anticipate by handling the most common ones
    • Assertive questions

The talk also had some tips like how to return to the questions and the value, and focus the value in a business reasoning. Applying strength to true business cases and also returning to the possible questions and defining the key drivers. Otherwise document it and propose an alternatives.  So is key to be able to understand and target the value of it.

As far as advice, trying to maximize the amount of clients that I am trying to gather. Practice some cold calling and be more out there through email and phone sales.

Here is some of the notes that I could gather from the conference although some further analysis should be involved.

first meeting document
1er Entrevsita is the first document of the interview on how to get the first meeting and key points

salesdoc2