How to sell better
SHARE
Rate this article12345(4 votes)
Monday, July 15, 2024 2:19 PM
Written by Luis Miguel Valle Ramirez
☛ Send to a friend
Typically, most companies focus their efforts on improving the design or quality of their products or on optimizing the organization of their production or logistics. While all these processes are important, the sales process is even more important: If a company does not achieve sufficient sales, its survival and the future of its workers will be at risk.
Therefore, in such a competitive and globalized world, selling better must be a continuous objective for all types of companies and professionals.
Here are a few tips to help you achieve this.
The steps to sell better
It is useless to try hard to create a good product or service if your potential client does not perceive its advantage over what they are already buying. If your proposal does not connect with what that person generally looks for, they will continue with their usual brands and suppliers.
Price, performance, quality, service, or trust are arguments that move potential buyers to investigate new offers, but not the only ones. Analyze the profile of your regular customer and spend time reading their opinions on social networks or other media. This will allow you to understand why they buy that product, what they are looking for in it and what they do not find. You will also learn which words and expressions are most used by them, which will allow you to have a greater impact on your messages.
Sales process at a car dealership
Be clear about how your product or service is distributed
Commercial distribution is the path that a good follows from the company that produces it to the final consumer. Sometimes this path is short, such as direct sales in the factory or through the website of the producing company, but in most cases intermediaries such as distributors, retailers or platforms such as Amazon are involved.
Intermediaries help to make the product known to consumers and also collaborate in the logistics process of transport and storage, but they increase the price of the product when reselling it, including their margin or commission.
But the most important thing about an intermediary in the sales process is that they often act as a filter (and sometimes as a bottleneck) between the producer's supply and the end customer's demand. Importers, distributors or retailers do not opt for the manufacturer's best products or those that are most interesting for the customer, but rather for those products and brands that a priori generate the greatest profit or have the greatest sales potential.
Before selecting an intermediary, it is also advisable to know what type of products they sell and what their commercial strategy is: For example, if we make products aimed at an exclusive public, they should not be sold to intermediaries who work with mass sales channels such as hypermarkets, because in addition to selling few units, they can impoverish the image of the product.
Therefore, in order to improve sales, it is necessary to spend time knowing which korean phone numbers distribution or sales channels exist in a certain place and which one is most suitable for a product or brand based on our commercial strategy.
Just as you think about the customer when creating a commercial message, you often also have to think about what type of product an intermediary might be looking for and design an offer with their expectations in mind.
Effectively manage the sales process
We can define the sales process of a product or service as a sum of contacts with a potential buyer, to motivate him to acquire our offer. This process has different stages and times that must be managed effectively by the person or people who are dedicated to selling.
For example, if a salesperson tells a person interested in his offer that he will send him information about it or an indicative quote before a certain date, or that he will make a sales visit on a certain date and time, this commitment must be respected. Otherwise, the credibility of the seller and the brand will fall in the eyes of the customer.
Likewise, the seller must give the potential buyer a reasonable amount of time to examine the proposal and make a purchase decision, which is often not immediate. Being too insistent can lead to the proposal being rejected, even if it is initially attractive to the client.
It is also good practice to create a written sales pitch based on the reasons for purchase or the characteristics of the product or brand, which can be used by anyone who is dedicated to sales in the company to contact potential customers, also called prospects.
In the case of a sales team, the coordination of the client portfolio, times, routes and incidents is essential to avoid delays and problems. In addition to establishing sales coordination meetings, systems such as CRM or ERP can help in this regard.
Always leave the door open
It is important to understand that even if you do your sales work well, you will not always make sales. Therefore, the relationship with potential clients who do not buy (especially if they are important) must always be cordial and attentive, and subject to commercial follow-up, which can bear fruit later on.
Likewise, those people who buy our offer should be the subject of special follow-up by us. Thinking about loyalty actions can lead to recurring and higher value sales.
If you are interested in learning how to sell better and knowing more about commercial management and distribution, we recommend that you train in the commercial area. A great option could be the Marketing, Commercial Distribution and Sales course . Find out more and ask us about our training offer.