As micro, small and medium entrepreneur you are always looking for ways to close more sales, generate new customers and grow your business to achieve economic stability has always dreamed of, however the present times of global economy and the evolution markets in recent years have led to strong changes in the way of selling.
Two or three decades ago, was enough to have a varied inventory of the latest trends in order to compete. According to research firm Yankovich, now a 5.000 average person receives advertising messages per day. This means that in order to sell, you must have a winning position in the market.
If your company is not making up the 5% of large employers nationwide and it is part of 95% of enterprises MSMEs in the country is very difficult for his company enjoys a very broad recognition that any “Tom, Dick “The really knows.
To compete in today’s markets, we require that your sales force to become a consultant rather than a seller as such.
To become a premier business advisor and with that exponentially accelerate their business profits, we recommend you follow these four steps:
1. Understand that purchasing decisions for the emotional (status, perceptions, benefits, feelings, etc.) And only 5% for the rational (price, features, dimensions, size, etc..). From the foregoing it is clear that if you have vendors who sell all they do is store a catalog of products or services, all you have in your company are “talking catalog” and not business advisors.
2. Identify the purchase of a mobile client: anyone started their shopping process with any dissatisfaction or desire. This, for customers of a bakery could mean that come to buy some cake because: crave, social event, want to get along with someone, they are impulsive eating cake, celebrate an anniversary, etc.
3. From the above, your company must transform and deliver high value-added solutions for its customers. Some examples of the traditional approach versus the approach to solutions would be:
4. Train your sales force: have internal workshops to share experiences of the last big sales among its advisors, create dynamic new ways to present their products and applications and / or services, emule similar situations in real life to give practice what they learned and receive feedback on their sales team.
If you can interact and implement these four recommendations, we ensure that your business will enjoy long life and best of all you will increase your profits exponentially, getting in turn, motivation and employee engagement and strength sales, because after all “Who does not like working in a successful company?
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