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Seller: What are the basics and what are the principles?

article in the previous talk in general about the importance of knowing your sales practice fundamentals and principles, why? Because our practice always be limited and of poor results if we restrict ourselves to pure empiricism. Without knowing the basics and principles, can you generate results? Of course, nobody can deny, the matter is that these results will be poor, will always be below the seller does know the basics and principles of sales because it is considered a professional of them.

But what are these fundamentals and principles? Try on each of them.

sales fundamentals. Foundation bases means, but solid, support what we do, floor or ground on which we build, in our case, bases, floor, medium on which to develop our sales activity. Knowing the basics on which the activity of a seller, we more or less predict what the outcome and final performance of the seller.

If the basis of its activity, is only the product quality, accompanied by some natural playfulness, persuasion, pressure and considering that the customer is a kind of rock glue that works, as we want, putting a coin , then your results will be limited by this thinking. If our foundation is based on the needs and problems of the client, their situation is suffering because there is no solution, and if we help to get solution, then, the level of our results is much higher than they sell to foundations contrary.

In this sense, the very foundations of the practice of sales lies in the strength of certain components of the seller's personality: self-confidence, security in acting boldly to the challenges and creativity to develop solutions.

Principles sales. The principles do not change, not a matter of fashion or times, governing the behavior, in our case, an individual considered potential customer and seller behavior. Can they ignore? I am convinced that it is like trying to go out the window of an apartment on the tenth floor of a building: die instantly by breaking the law (principle) of gravity.

What are the principles that govern the sales, anywhere in the world and for any individual considered potential customer?

Some principles of sales, that should be always present in this wonderful profession, which requires taking into account the others, are:

• People want to buy, not sell him.
• People buy for their own reasons, not the seller.
• The reason for buying it is always a need or a problem unsolved.
• People buy benefits, not products.
• The sale requires planning, before the visits.
• The sale is the product of a process, not a set of sales techniques.
• The seller has to be pro-active, nonreactive.
• sales are successful when we rely on our abilities, not excuses and pretexts.
• The price is rarely the determining variable.