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Seller

Today, the sale is a work primarily intellectual rather than physical: as many years of experience, more hours of work and more effort is not enough. The seller must develop and exercise their ability to think and plan specific sales activities to be carried, because the type of sale that takes place so requires, to achieve its quota or goal. Sales action without planning is expensive. Plan, not a cost.

To carry out proper planning, first, the seller should be aware of the activities that make the sales process that continues at the current sales system for which he works. Second, if the seller has made in that old school "qualities Seller of success "is more than likely that still believes that success in sales achieved exclusively upon their individual qualities, divorced from the needs of the customer and the sales process to follow to satisfy them.

The seller must know "see" success, before trying to do, then you must act in accordance with this view, taking into account the impact that each of their actions in achieving of its envisioned future. In other words, the seller must overcome first in the plan: develop your script for success, refine it, polish it and run.

The starting point for planning activities is the establishment of the objective or goal (quota), which determine the amount or volume of sales to be achieved in a period. Whereas, moreover, the average sales amount to accomplish each time you make a purchase, you will have and the number of closures you must do to meet its quota for the month. Then you must set the method will continue to achieve its quota.

The sales professional will use a key: The Visiting Plan Report, which lists customers or where the seller plans to go during the day, week or month.

Depending on the importance of the customer, the magnitude of the order that they anticipate the information and advice which you intend the answer to a previous objection and other factors, the seller will define the time that should be devoted to each of the planned visits. The concern here is the good use of resource time: produce as much output per unit of time.

sales All visitors must have a goal. Unless the seller has a reason specific which makes the visit, not how to measure the result of it. Forget the routine visits without rhyme or reason: "I stopped by to say hello and between," that only condemn you to mediocrity.

Since a visit that is effective or not, this will be the basis for the continuation or modification of the sales strategy. Four questions to answer after making each visit:

 What happened during his visit?

 What should have happened during this visit?

 What should you do to make that happen, and when?

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Sophie Ellis-Bextor - Starlight and Revolution


Well after much delay finally leaked (unfortunately) two songs from the long-awaited album by Sophie Ellis-Bextor, British singer known for his great success in 2001 called "Murder on the dancefloor" these two songs filtered in a few days ago Popjustice forum, the good thing is that the songs prometene that this album is danceable and with influences from the 80's, here are the two songs that went on youtube, enjoy.

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Frequency 7 - Visage


A rare and interesting experimental song by this band of early 80's, this issue is a B-side of their first single "Tar" from 1979 is so rare it has never appeared on any compilation CDs, found only in its original format , 7 ", here as I leave this song with your video.

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The seller, in competition

Wherever there is any individual or organization that seeks to conquer a market or a particular customer as we are also of interest, then, we say that we are in competition.

His strength, in this situation depends on how much you know the advantages of your product or service compared to the competition, this obviously requires preparation, research and update the attributes most needed by the market that address needs and concerns of clients and brands that are most attractive feature: Each brand, what attribute is strong or weak? Do you, Mr. Seller, you know?

is not necessary to speak ill of the competition to win the game: you can lose a sale, but not a client, that's what should interest you. The possibility that competition eventually make a mistake, or move a seller, there it is there when you can enter.

Keep track of what he should or customer interest or get distracted by other brands or competitors, do not worry, instead, take care in doing his work for the client and win anyway.

When we are in competition, racing and competing with another, then we need a strategy that allows us to provide customer satisfaction, ahead of the competition in his attempt to do the same.

When you are in competition, even if it is rough and difficult, do not look or focus on the obstacle (the competition), keep looking at the client (the target), your need, your problem, your discomfort. If you can give satisfaction, settlement or raise your discomfort better than the competition, you will definitely win.

salesman visiting a customer or "captives", lives mainly selling situations, in business, who is mainly in competition is its marketing department.

A seller who always visit potential customers or new, live mainly in competitive situations. Then, the seller needs to be prepared to handle and manage this type of situation in which rivalry is the disturbing aspect: to master the work of prospecting and the collection, processing, interpretation and transmission of information.

What is the impact on the market, territory, competitor activity and ours? Is it relevant or irrelevant?

• Seller. Represented by their competencies (knowledge, skills, attitude), their ideas and beliefs, their ethics and morals (values).

• Customer. Defined by their buying motives, their particular buying process that continues to make purchases.

• Competitor. Represented also by their competencies (knowledge, skills, attitude), their ideas and beliefs, their ethics and moral weapons to tarnish our message.

Note that in a competitive situation, the vendor is against two factors that are external to their business, ie, two factors that are beyond its control, including: customer and competitor. Each of the two, with their own sources of changes which require the seller to be very alert about new trends, positive or negative, that is present in both.

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Management: Already a sales manager - management

In the previous article we mentioned that you are in this position, sales manager, to serve two purposes: communication and leadership. We speak in one of the communication. In this article we will address.

The Management. Direct, means driving a sales team into the future, using the imagination to take a different path to that by now have passed. That way forward is composed of a series of decisions and activities to be implemented now, but effectively, in a disciplined manner, following an order and subject to a plan, a sales force that you have inherited or selected.

management, or find that things done, such as those stipulated in the plan, is part of their business that the manager has more freedom to develop leadership style. At the same time, the fact that new sales managers are not told what to do, in the form of a list of rules and procedures, they create a feeling of frustration, which leads them to wonder, "What should I do now?"

In every company there are many policies, rules and procedures, formal and informal. There are rules that say, for example, "retailers can not give a discount greater than 5%", "the appointment of new dealers is not only on the recommendation of the seller, but the product of an assessment by management, "the amount of incentive may not exceed 25% of core vendors, etc. But such rules do not tell you how to get its people to be effective, or what is the best time or way to go. It is your responsibility. Just need to know that it is very important for survival to do so will effectively, and also it does not violate any rules or regulations while you are doing, and that none of his subordinates are placed in an awkward position because of her.

Many managers fail because they do not understand what your job, what is the purpose of same, that for any other reason. Caen in frustration, either because they do not understand that it is they who have to direct, guide and support (management), because there are the famous "ten steps to successful sales management" or "magic formula" for achieve.

In most of the courses I taught on sales management, I find participants who have already some considerable years of experience in sales, the course will expect concrete answers to management problems are presented to them several years ago. Are sure it is simply a matter of learning some magic formula, because there must be, to apply after your executive job. Do not think, at any time, the problem may lie in themselves, their expertise and hard work have to do it on themselves (behavior change, relationships and concerns), not partners and clients.

Make easy sales management at the level of concepts, management tools and techniques, but the people with whom you work are complex; to them are those who must direct, lead, and now they (sellers and administrative sales) are to be administered. So sometimes it's much easier to do things yourself. But if you become a super seller, its employees will not be developed, will remain dependent, and that's not what you should look.

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Sales Position: Customer Sales

In this article, on sellers, we completed the three elements that are present in every sales situation, a seller, a product that is offered and a client who is supposedly interested in purchasing. In this article we will discuss the third element: the customer.

THE CUSTOMER. Why buy from us? The client is a natural person or legal entity that has a specific need to satisfy money buying a product or service and readiness to exchange your money for what is being offered. In the mind of every customer is an awareness of needs and desires. Can not be completely clear to the client, however, exist. Is salesperson's job to help the client identify and clarify the need or desire.

The key idea is to sell "customers, for example, buy training services because they have a need for knowledge or training problems, update be resolved. " Based on your needs, the client is interested in our offer only to the extent that it can fill them. What is important, then, is to understand the needs of the requesting training or training to be able to offer what you really want to get.

What is a necessity? Is a consumer statement that expresses a concern or desire. There are two levels of need:

.- Implicit statements are vague or undeveloped, which makes the client indicates difficulties or unhappy. Example. Seek training.

Explicit

.- The precise statements on specific desires or intentions. Example. I want to train as a professional salesperson in one year.

Seller's work is to provoke statements specific wishes or intentions of the client. Just let us resolve to offer a solution to the customer's needs if we are sure you have heard it is an expressed need, not before.

In terms of acquiring new knowledge, is the need to seek to satisfy a novice seller is the same that seeks to satisfy a seller who already have some years of experience? Analyze them.

Customers are always looking to appear as "smart shoppers", by the grace of the vendor who care for them. Customers who are in the position of having achieved these services are not only grateful for the seller who asked them the best service or product, but will be more willing to anything to be offered additional or later.

Remember, customers want to buy, not sell them. Customers do not mind paying more, if achieved perceive greater value and receive ideas that represent an overall cost savings or increased profits. Customers want capacity, service and monitoring.

is necessary to discover what aspects of customer needs. For example, social, vocational and occupational role influence the set of customer needs. So when people seem to buy courses, which are actually purchase benefits that are present in these courses.

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Location: The Product Management

In the previous article we said that sellers, the sales situation is defined when there are three elements present: a seller, a product that is offered and a client who is supposedly interested in purchasing. In this article we will discuss the second element: the product

THE PRODUCT. What do we sell? What you sell, not products or services themselves, you do not sell it. What you sell is a set of benefits that the customer perceives is the product or service. This is what the customer thinks is important to know what service or product. Each product or service has value to someone. The value is not in the product, is in the mind of the person in need. The salesperson's job is to help identify that value. Take one example, a fruit that Joseph likes, dislikes, John, and that does not mean that the fruit that he likes to Joseph is bad.

What

really sells is the value of the product to the customer, various functions of the product, what it does, how it can help the customer. Many times, vendors leave out this aspect: they think the product should sell itself. It is a crass error that is incurred because, even to sell a Mercedes or a fine gem, you need a seller, but professional, who have been trained, who has cultivated his skills and his natural mischievousness.

What is the product or service is directly related to the manner to which we must appeal for presentations or demonstrations. Some ways of presenting solutions to customers are more persuasive than others, increasing the likelihood of closing the sale. The power of persuasion in sales is related to the elements we use to describe the services or products. The service description can be made using the features, advantages and benefits.

Features .- are facts, data or information "technical" about the product or service, are neutral and inert. There are persuasive, do not contribute much to succeed in the sales presentation. Example. "The sales course we're going to make runs for 20 hours."

.- Advantages indicate how a product or service or any feature of it, may be used or help the customer. Persuade rather than the features. Can be expressed as follows: "Thanks a. .. (Mentioned the property) you can ...". Example. "With its night time, the course lets you study without jeopardizing their jobs."

.- Benefits indicate how a product or service meets a need expressed by the customer. The benefits are the most persuasive way to present a product or service because it is directly related to the desire of the client and, because they generate mental representation on the client how you will feel after purchasing the product or service. It is worth mentioning that if you have not known, initially, to identify customer needs and has failed to mention that he himself may not use the benefits Example. "This sales course, responds to their stated desire to study exclusively the weekends, twice a month."

Well, what you sell, for example, your organization or company to its customers: courses or updating, training, professionalism, etc..? You need to answer himself, agreeing obviously the marketing department of your company. So, do not sell products or services, sell benefits.