Perogrullo There are many truths, but even so, we do not have in mind when carrying out our activities. One is that the results you get a seller, do not occur within, but outside the company. In the commercial field in which it operates a sales, sales results are manifested only when a client, either a retailer or end, running his willingness to exchange the money you have for the product or service you are offering and that really interests you.
The client, acting as intermediary or end user, based on market considerations relating to the supply and demand: as part of the claim, he has to satisfy a need or problem to be solved is purchasing power and willingness to carry out the exchange, on the supply side, is a series of attractive alternatives, some with more value than others, regarding the price offered.
Within organization she works for and represents the seller, only production capacity, logistics, financial, general management and commercial capacity, within which the activity is conducted. What does the seller make for a good performance in the market? Have an overview of the internal capabilities of your company, how they relate to each other, the impact of those relationships in sales activity, sales activity and how it impacts on these internal relationships.
The less activity required of a seller to get results, better fill their role. Obviously, this does not mean less work for decided, but better, smarter, ie the seller has to strive to make better use of your mind and imagination to make a smart and creative effort in all your venture to exploit the business opportunities that have been discovered in each one of the clients that make up its portfolio. The
fewer visits needed, take less time per visit and more effective the activity, the more they approach the seller to perfection. This is only possible if the seller knows deeply the market in which it operates, if the exploration is a task that constantly performs and that serves as a basis for planning all your activities.
A good work of prospecting, the seller provides you with real clients identify and locate potential: interested in the product offering, with money to pay the price and willing to exchange their money for the product being offered. In turn, the survey has allowed to know the real need or potential customer's problem, then, deals with a presentation and conclusive demonstration that reduces the time to visit.
makes no sense to strive for intrinsic activity itself (number of visits, time per visit), but by the type of relationship that has established and maintains the vendor customers to integrate their portfolio. In connection with the external, with the market, makes sense of the role of the seller. And the result you get, talks about how it is fulfilling the function, the goal should be to achieve results, not just being busy view of others.
So it is not difficult to understand and assimilate that which actually solves, where the vendor has done well, it is outside and not within the company.
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