Sales - Main skills how to become a successful sales rep | Amaro Araujo | Skillshare

Playback Speed


  • 0.5x
  • 1x (Normal)
  • 1.25x
  • 1.5x
  • 2x

Sales - Main skills how to become a successful sales rep

teacher avatar Amaro Araujo, International Sales Key Account Manager

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

10 Lessons (1h 50m)
    • 1. Video promotion

      2:35
    • 2. Intro and lessons

      8:28
    • 3. Empathy

      12:28
    • 4. Relationship building

      9:48
    • 5. Persuasion

      11:22
    • 6. Knowledge

      15:40
    • 7. Negotiation

      36:43
    • 8. Appearance

      7:18
    • 9. Wrap up and main takeaways

      4:52
    • 10. Final alst words

      1:14
  • --
  • Beginner level
  • Intermediate level
  • Advanced level
  • All levels
  • Beg/Int level
  • Int/Adv level

Community Generated

The level is determined by a majority opinion of students who have reviewed this class. The teacher's recommendation is shown until at least 5 student responses are collected.

75

Students

--

Projects

About This Class

81d1f231

UPDATED regularly with new support material (PDF/PPT/VIDEO). Includes more than 15 extra support files.

NEW: Slide pack on how this course can help you on your career.

This training will provide you the different sales skills you need become a sales rep and to understand the buying & selling process. It will equip you to face challenging purchasers and close sales with confidence by providing you solid sales skills background.

The relevance of your appearance/image as a sales rep.

The role of empathy as main pillar in sales negotiations

Selling by building relations and focus on the long term

How persuasion can help you along the way in the sales process

The knowledge you need (Market, industry, products, trends) as a sales professional

The Negotiation skills and techniques to ensure you don't leave money on the table

This training is a masterclass on the commercial role (negotiation and closing deals)

Developing skills is the best investment you can make so join the course now and enhance your career in sales.

Support material provided: There are several templates and documents in the bonus lecture at the end of the course that you can download for a better follow up and application of the learnings.

And as a special and fundamental gift, my sales book "Sales is my passion". The book is available in Amazon and other bookstores, you'll have it for free to enhance your learnings out of this course

I have as well some sales tests and business cases, to help you explore and apply knowledge. Those are also very important to prepare you for real situations or job interviews. See details on the class project.

Meet Your Teacher

Teacher Profile Image

Amaro Araujo

International Sales Key Account Manager

Teacher

Class Ratings

Expectations Met?
  • Exceeded!
    0%
  • Yes
    0%
  • Somewhat
    0%
  • Not really
    0%
Reviews Archive

In October 2018, we updated our review system to improve the way we collect feedback. Below are the reviews written before that update.

Why Join Skillshare?

Take award-winning Skillshare Original Classes

Each class has short lessons, hands-on projects

Your membership supports Skillshare teachers

Learn From Anywhere

Take classes on the go with the Skillshare app. Stream or download to watch on the plane, the subway, or wherever you learn best.

Transcripts

1. Video promotion: Hello. Welcome to this. Training the five main skills off top sales reps where you will learn the traits. What does it take for you to become successful in sales? My name is Amanda Rouge. I'm an international key account manager are beating sale. For more than 20 years, I had my own sales office and I've worked for some of the world's top companies, like shell in euros or fortune. So I managed customers in different industry sectors and complexities. Customers like Michela, Big or Than On there have closed deals ranging from the small 50 case about Theo toe multi 1,000,000 multi early contracts. I'm also the author of this book. Sales is my Passion available in Amazon and other bookstores. I'm stealing sales, no big multinational, and it's based in my experience that I want to share. The best breakfast is we do. I designed this course for all those willing to learn off, develop their skills in sales. By the end of the course, you will be able to understand the sales process. You will feel empowered, equipped and ready to face challenging customers. But closing deals with confidence. I built this course in a kind of a puzzle moat, different pieces. That coming altogether allows you to see the bigger picture. So each lesson is it dependent. You don't have to go through all the course in mind. Go. But all of them together are the real had value and differentiate. I'll be with you all along. The course All lessons are video based, where I'll go through each point explaining leaving of the background of it. By the end of its chapter, you're gonna have a kind of a rep to ensure that the most important parts remain the ideal student for this course. Our young professionals, entrepreneurs, students at the end of her studies. What professionals willing to shift their career into sales? There are no particular requirements for this course besides a minimum of business understanding and an open mind. I hope it sounds exciting, and I look forward to see you very soon. My 2. Intro and lessons: Hello, a matter loser here. Welcome to his five main skills off top sales reps. Course. In this chapter, I will take you through the course content. How it is structured was the format of each lesson. How there's, of course, evolves along the way. What can you expect from each lesson? So it's a kind of overview, a good overview so that you can see for yourself that it's worth to take the course. John. Okay, here we go. So these are the five lessons that I have to share with you. Those are the aspects that I think are the main pillars of the roll off the sales rep. I have five and you can see Indians. I added another lesson that we call the Bo knows. So first, listen, empathy, why I m pretty, because empathy is the ability to put yourself in the shoes off other people. And if you're in sales first and foremost, you need to know and understand what does the other person needs? What problem does he faces what improvements could help him out? So it's not about you about him, and how can you bridge he's needs his interests, which the products or services that you have to sell. The relationship building depends on which kind off industry sector or which kind of company organization that you'll be working it. But on the wrong long run, you need to establish relations video customers. Otherwise, they will buy from you once, and they will never buy again what they will buy once in a while, creating that bound creating a relationship. And it doesn't mean that you have to be their best friend, but you have to be their best reference. It's crucial toe buildup relationships. Next step. We have persuasion. Um, what is the role of persuasion in sales? Many people have these wrong idea and concepts. That's sales guys. They know a lot of tricks and they can fool us around, or that they can lead us to buy something that we don't want. That's not a sales guy. That's that's That's something else. The sales rep doesn't have magic ones inch ones. We're talking here about persuasion and influencing strategies linked with a pretty and relationship building, using using your tools in order to lead the customer towards your end game. Not with tricks, but there are some marketing on commercial tools that can persuade the customer to buy from here or influenced Orgazmo to buy from you instead of competition. Next, we have knowledge knowledge. It's a very important aspect of your role as a sales rep. Andi. If you're starting out, of course you will be struggling on. Do you all feel a bit shaky in some situations, But again, learn it. Learn, learn, learn And Rome wasn't built in one day. If you are new to an industry sector, you will take probably, let's say, 36 months until you get to know it until get confident with it. Because you have to know the market. You have to know competition. You have to know the products. You have to know alternatives. You have to know trans. And so, um, all of these is something that doesn't come in one day that you have. We have, ah, negotiation, probably one of the most important skills. If we can rank them, it's the crucial one. It's the one that will ultimately lead you to where close deals or not. But again, toe in orderto gets to this step, you have first to that we perceived a someone reliable trustable so that people will sit on the table to negotiate with you. And if you get to negotiation, then you have to know what it is about. You have to know the negotiation steps don't provide a price toe a customer that just in a hurry and one surprise first get to understand his business. Don't let him fooling around. What are the concessions that you can make from in terms of value? In the eyes of the customer, you have to know what are the customer struggles, problems or most important needs so we can leverage your offer. You have to know how to build up your prices. What are your costs? What are your targets? What are the pricing mechanisms? What? This better suits the customer again. The Costa remind. So, uh, this is will be all discussed in this chip. Finally, we have the appearance and in the appearance of gonna be very pragmatic. And so I'm gonna go through some of the those indulgence in terms off outfit. Them's off your personal appearance and most important in terms of body language, very often, people are saying something in their eyes or expression are saying differently and experienced buyers, they will find it out. So that will be handled in this last chapter off the course. So I hope all these makes sense and I hope that defend it interesting to go through. And I will have the pleasure to work through each lesson on a very realistic and pragmatic week, not flooding you with information that you don't need but going through the points and going toe the real life situations that we face in sales. Like I will face probably tomorrow when I have a meeting with the customer. So all lessons will the video based kind of like this and I will go through all off material with you in some cases which which, with text in some other cases, um, just explain you how things Ah, work. In the end of some chapters, there will be a quiz just to test your knowledge. And to be honest, I would strongly recommend you that you take notes along the way. Take notes, remember, Of course, or a book might resonate quite well with you. But if you don't carry on with you, if you don't embed it in your hearts and minds it fades away after a while, and when you take notes, it sticks longer. Think notes. And if you have the chance to practice some of thes learnings, it will create a loop off off action reaction, and we'll keep you on on the move. So take notes. If you have doubts, go back again and see how it goes. Looking forward. Okay. You know what it is about now? I hope you're still excited about it. Let's get ready. See you in next chapter. My? Yep. See you in the next chapter. My 3. Empathy: Okay, here we are in the our first chapter of the five main skills off top sales reps training. These are the lessons of this topic. 1st 1 it's about them. Second lesson. Who's your interlocutor? Third lesson. Listen and fourth lesson. Don't Rush and Posey. The definition that I found in Wikipedia about empathy is this, ah, ability to understand and share the feelings of another. What's the link with this? And with sales that in sales, you need to think of the person in front of you. It's about them, not yourself. It's not about your product. It's not about how good it is. How cheap it is whatsoever is not the bottle targets. It's not about your desperate need to close a contract. It's about them. It's about your customer. It's about how can you bring a solution to their problem? How can you improve their costs? How can you improve their processes? How can you become a real reliable supplier? How can you become a partner? And that's not something that you impose. That's not something that you go there and because you are so cheap that they will have to do it. Customers don't work that way, at least on the long run. So it's about them. So whenever you go to a customer and of course you need to have in mind, you need to prepare and you need to have in mind. What are your objectives? What do you want to get out of this meeting? Andi, what can you anticipate? Yes, that's perfectly fine. But don't stick to your little world. They have a world of their own. Find it out. Ask Ask again If you didn't understood. I insist. Show real interest. It's about them, not yourself. In the end, it's bridging your interest in there needs and wants, and you will succeed. But if you only think for yourself if you only think for your needs, if you will fill Okay, this is the first point. It's about them. Second point is tried to find out who's urine to look at her To whom are you talking to? Uh, it's a person like you. He has problems like you. He has targets like you. He has Ah, a very challenging boss like you. What drives this person? Try to understand him. Try toe, create some some bound Try to find out. What are his hobbies is interests. Try to find out his career ambitions because all of these is information that's will be very useful for you by one hand to understand what drives in life. What is he looking for? And by other hands to create topics of discussion to show that you really care about his life. So don't try just toe to show, often to be very, very cheerful, but on a very light way. Try to instead to have really serious conversations, a side of business, to be very honest. Most off my meetings, a big part of the time he spent talking about everything and anything. Sometimes the serious business discussions are just about. That's a 25% of the time. All the rest. It's related toe more personal or the business life in general, but always showing riel interesting people. Okay, listening this one off The most important attributes in a sales person you might think that a sales guy is a big mouth is a big talker. Is guys that that sells everything and anything. Forget it. That's not about it. Every good sales weapon whenever he goes to a meeting in those very well that the ratio should be. Let Kozma talk 70% of the time and he will speak 30% of the time. And why is that? Several reasons When the customer talks, he gives you information. He gives you information about competition, about the market, about where the company's going, about what his is struggling right now. These are precious information market intelligence that you can share afterwards with your colleagues and with your sales director and my 100. And you show really interesting people by being attentive and by asking activity. Do you mean this? So when you say that you think that because if you just nod and say whom or you would direct him heavy now and then and it's that's not active listening, you're just reading a script. The customer is talking, but you're not getting anything that says, or it just filters information. Pair your own script and you miss most of the important stuff because you are focused on your agenda and you're not listening to the small details At this sense along. Listen, listen carefully, and don't pretend that you know really everything that we'll say. Okay, remember you talk 30% of the time. They talk 70% of the time, and that's not a sign of weakness. That told the Senate that you are giving away the meeting. It's the opposite. That's when you talk. Talk about things that matter. Talk about things that interested, don't say Don't just feel the cap off the silence. Silence. It's a very good tool in terms of appreciation, actually, because some when when there's when there's a discussion. And suddenly there's silence in between. People feel uncomfortable. Let them feel uncomfortable because then they will start talking again. You don't have to. You don't have to. Okay? Next point is don't rush very often. We rushed to our agendas. We rushed to our points. We have these agenda. We have this in this in this. So this is what I will tell him. This is what I will need. This will get. Don't rush. Don't rush. They had their own agenda. They have their own timings. They have their own cycles. I know them. Find him out, understand them and let him talk. Let him talk. Let them talk to gather information. Confirmed. Suspicious off these outdated. It's our assumption. Wrong assumptions. Clarify your vision of the customer. Don't rush. If they put you against the world and they need season, isn't it? Challenge them. Why? What's the big grunts? Was that for? And for yourself. Don't feel insecure, because when you're Russia feel insecure and you drop you got there will be aspects that you will forget, and in the end you will see damage. Why did I left money on the table, or why did I lose the contract? You know it's the contract because you didn't listen attentively because he wanted to go too fast because it was different from this buying cycle from the customer. Don't rush, slow down. So here's a wrap up off the situation, Um, and again, as I told you in previous in the previous chapter, take notes, take notes and, if possible, what's yourself? Observe yourself whenever you are in any discussion. It doesn't mean that you have to do it on a business. A scenario. You can do it even on a personal life or with your colleagues or your friends. Observe yourself in terms off. How good. How are you listening? Our riel interest here, showing by their activities or what they're saying, How many times you're jumping a conversation, interrupting somebody talking The assertive, he called bring along an image of somebody that is reliable, patient, good listener. And that is not Russian in towards their own goal, but trying to find out how you can best help them and solve them problem or improve their processes or getting there own. Systems optimized. So empathy is all about this. It's all about putting yourself on the shoes of the other people, forgetting that you are the center of the world. Actually, even if you can become if anyone can become their main supplier can establish. But Lou, it's on the very natural way. Don't impose it. That's why it's important that you practice this. We get surroundings with your family, friends or colleagues. The active listening showing really interests have a good example. I had, uh, I have managers ditch in the office, used the past by and say Hey, how's going? But that kept him going, not even stopping to see how I was responding. That's completely template. Performer Tick in the box. It's done. If you want to ask somebody, how is he going? Stop and ask him. Hey, how it's going and look in the eye. Look, people in the eye. Okay, So read all these points. I hope that they resonate with you because they are important to build up those from nations as a sales rep. Okay, Thanks. See you soon in the next chapter. 4. Relationship building: welcome to Chapter number two of the five main skills off up sales Reps. Relationship building. So you may wonder what this relationship building has to do with, ah sales reps in the sales activity. It has a lot of this skill will allow you toe, have long term businesses, long term relations with your customers and held. You make Lee lead you to a succeeding sales and these other lessons that we have in this topic. Number one honesty interest number to walk the talk and number three. Take your time. So the first lesson about relationship building it's very simple. I think it makes sense, even out off the business world. It's about honesty, interest. You cannot build a relationship with your wife with your girlfriends, with your family, with friends that is not based on honesty, interest and in business. It's a different and of course, we don't ask you to tell everything. We don't ask you toe to be completely transparent, but at least what is say Mr Corns shouldn't lie at all. Maybe don't say the all truth. Maybe I think that you cannot disclose that's normal. That's never never use lies or, ah, incorrect information or means leading your customers or, UM, sending wrong signals. All of it. All of it. Will GOP dies Your image Honest person. If you want to be in sales in the wrong run, its trust plays a major role. Maybe you don't win all your negotiations. Maybe you win all the deals that customers present you. But if you're trust Woody, they will keep you in mind. And you'll have the chance in the future to make deal again by hundreds. You're not honest or trustworthy, and even if you want a deal now, you sure that you will lose future deals so being honest and trustworthy will allow you to remain in the game. And, of course, in business, I've lost deals with some of my customers, but then I got them back again. But at least your image in this sense must be in Mekele. It's okay. One thing is toe to be a big mouth, and that's not a good thing in sales, as I already told you in the other chapter, and but still, if you are a big mouth, but you're just saying known, since that's one thing. If you're leading your customer in the wrong direction. If your telling them the wrong information, or if you know that your product is not suitable for this or that application and your meal is leading them, believe me, it will hit you in the future. Avoid it, need brutally honest. You better lose a deal, then to be to be a marked with the Red Cross and say this supplies out. Next point is walking talk, and that's also very important again in India. Lol world of relationship building. Do what you say. Say what you do. Don't try to play the role of somebody. Don't try to play the role of the cool guide or the coal sales guy. That's be yourself. Be honest. Transparent is long. There's no possible, of course, they're always information that you got this close. There's always business into electoral property and business information that you need to very mind. You need to very much competition, law and old. It's stuff. Bet What you say must be true must be correct, and you must act and behave accordingly to your speech. You cannot use certain speech and behave differently, so it's a lot of respect, and it's about can, granting that image off the respectable, respectable sales person. Walk the talk to what you say support. Stand for your customers whenever they need. Help them out. Don't try to abuse them. Don't try to explore them even if you see the opportunity, because if they found out, you will be punished in the future. And, of course, we have always talking in terms off good and common sense. One thing is leaving money on the table. Another thing is exploring a customer in some weakness that he will find out. I'll do it. Okay, next point is take your time. Taken time for relationships. You have to take the time. You have to have time for people who have to our timeto out your friends or to wave at your girlfriend for dinner or to go to your parents in law. Take your time. Take time for people because they will appreciate it. And even if they will not send with directly, they will invite you again for the next round of negotiations. Even if you lost a deal, keep in touch with them. Keep in touch with the customer, keep giving them market information. Friends of the industry muse about your company, Ask them about their company. Take your time. That is highly appreciated. Particularly, I can tell you. I had situations where I lost customers. Andi. Still, I kept in contact with them very regularly, not being heavy but regularly coming with updates telling how we see the markets, however, prices are evolving and asking about their business. Believe me, one cycle after one year later, because thes kind of customer was on the yearly contracts, they invite me to make an offer, and we did cause a deal we got back in business. And this is not only one exception, it's most of the rules. Most of the times customers will reward you for taking the time not abandoned. And that's really important in relationship building. So have all these in mind, even if you're not, or you think that you're not good at relationship building, have all these things in mind harnessed trust, taking the time, proposing, asking not exploring and again don't always understand, not exploring by seeing the chance toe to have a higher margin and not having it, that's completely different. It's about the specifics of the deal and how much in line how you would it. So these are the basics to reveal the relationships, practice them, go through it, Brexit them on your personal life because if you are able to do it on your personal life, you will be able to the young of business life and it doesn't cost, and it's very rewarding. It's actually one of the things that I love in this. In this role, it's the people that I meet. It's the amazing opportunity would share neck change with different people from different backgrounds. And believe me, most of them, I would even be able to call them friends even, of course, if there's kind of boundaries that we have to put in between personal and professional life . But I still have contacts off my very old customers that I dealt in the past from previous companies, and if I call them today, they will be glad to hear from me and vice versa. And that's the beauty of these role not only about money, not only about the good benefits company car, etcetera charger, it's about the rich experience that it is interacting with so many people around us and being able to exchange and to see your products or services going around in your country, in your region, in your continent or in the world. I hope you like it, and I'll see you in the next chapter. 5. Persuasion: Welcome to Chapter Tree of the five main skills off top sales reps. Persuasion. And you may wonder, what is persuasion about? Are we talking about tricks and magic? Wants full customers? No, that's not it. Sorry to disappoint you. It's much more serious than that. Let's see what it is about. These are the lessons that I have under this topic. Number one. Reciprocity Number two, Commitment and consistency Number three k lt. Factor number four large to small request and number five Scarcity made me cry and anchoring. So in our context, persuasion is not about leading customers to buy something that they don't want but to motivate customers to take a decision when they are when they are in between different offers, different suppliers, etcetera, etcetera. So this is the point of persuasion in our context, off sale skills, leading customers to take a decision, obviously towards your own products or services. The first lesson is reciprocity. What is the reciprocity is about, um, it's about we could call it, or sometimes it's called given take you give now take afterwards and vice versa. It's about if if I pay with meal, if I pay lunch today you will feel you'll feel that next time you'll have to pay it. This is a kind of ah, intrinsic in human behavior behavior and so used in in business terms. You change information. Customer will give you information or, if you can give an incentive a customer rebate scheme if they buy these level, so it's kind of motivating them to place higher volumes. So there are several. There are several areas that you can be explored under the receipt. Prasit E. Topic again. Use them responsibly. Use them with a good background and try to find out. Don't mix them all. Don't start dots. Feel overwhelmed by all of them. Just try to find out which one best suits your customer and your own interests. Of course, sometimes give you a rebate. Sometimes can be information about market trends. New products. New features sometimes can be just taken. Go support from your people. Of course, if you give technical support, customers will phileo feel obliged or in debts to workplace more volumes. With you, try to find out which of these things work. Some of them will work. Some of them will not work or will not be suitable for these customer. It's very important again. That's every customer has his own specifics, has his own leads as his own agenda as his home vision and ambition. So you have always to deal with each customer as individual ones. They're not as a global ones. This one is. If this approach works for this chasm, it doesn't mean that it will work for another one. Okay, and again, it's also kind of, Ah, like the unique for each customer. Okay, reciprocity, healthy minds, commitments and consistency. It's also something that comes under the umbrella of persuasion. If you are able to close a deal with the customer offering certain terms and they've follow you or 12 years, they will feel in this mood off. Keep on going with that kind of relationship. So try to not break patterns. Tried to not change usually your conditions because it can wake up the customer to challenge and to question, why are they doing business with you? Or why should they keep doing business? We dio. So if you have been consistently reliable, they were expect that you'll be reliable in the future if you have been committed to quality they would expect that you will be committed to call it in the future. Therefore, that will wait on that decision in the future. Okay, Kelty factor. What does Kelty stands for? No like interests. And, yes, people are deemed to make business with other people that they know that they like, or that they dressed or the three of them off them in one rope. So this is kind of the thing. It's even on your day to day life. You tend to go to places where people are friendly or you know, the managers or that's you trust that they will not fool you. This is something that we have in ourselves. We tend to do business with people that we know, like or trust. So that's why it's important to build up relationships and why it's important to build up Um, trust. That's why it's important toe tohave empathy. Because all of these plays a role in the end in the decision making process. Whether you know it or not, it's in the backwards large to small request. Things is a technique that might work in some industry sectors might not work, and so you have toe again. You have to know toe which customer you're talking and how do they do business in general? One of things that, um, I didn't under these terms is Is that asking a huge price? And then, ah, customer refuses, of course. And your job a lot make a victim's comes and as you did a big discount, Even if the price is still, I customer will think that you already gave a big concession in the inch. You haven't done any concession adore, but it's all plate with the numbers that are thrown in the air, Then the perception that the customer will have that you did a step towards them that place again Ah, on the backgrounds plays a role in the decision making process scarcity. I mean, we cry anchoring. These are a couple off other aspects of persuasion. When you use scarcity, you tend to tell your customers, you know that market is short and we are almost in stock out. That's intends to put the customer on the pressure and to place volumes in a hurry, even if that's not true. Um, I would recommend to not abuse these kind of situations on if you use them. Please be sure that they are true. Um, don't use them just to close the deal. If they're not effect. Don't tell a customer that the other suppliers have production issues and that the market will become short very soon if it is not true. Because again, we are breaking some of those laws that we have spoken earlier about the reviled, reliable, about trust and about honesty. And it can pay now that you will not pay in the long run, cause movie will kick you out The anchoring effect. Everybody heard about it. You throw a number and that number will be a reference, even if it's a completely not completely. But if even if it's a number that is displaced, it's a number that will be the reference for all the the other discussions. So its methods, sometimes used, can be beneficial again. You need toe to know to which customer you're talking, and if this kind off persuasion techniques can had value or can help to make a decision, you have them all here explained, and, uh, once again, these should be done very responsibly and under the premise that the information is correct , and that you're not using its on Lee for your benefit. But it's fair to use them when the customers indulge to make a decision. It's fine as long. It's correct. Information is correct along that is true and the long as the basics of discussion are fair . Okay, so here we have the wrap up. This is the part that you should stick with it. I hope these makes sense. I hope that persuasion is something that's you acknowledge. And even if you're not very comfortable with it against that practice, see it again with families with relatives, which Quintus is, um, just just to test. How comfortable are you doing it? Because, like everything else, it's all about practice. It's all about practice, even sales, cuz. 6. Knowledge : welcome to Chapter four of the five min skills. Off top sales reps. Knowledge What knowledge do you need to do a job in sales? What you need to know. You need to know before hands you're lost or you're in doubt. If you are able, take a job in sales. I wind out because you have been in one industry sector and you're not sure if you can move to another industry sector. Let's find it out. Drawing me that's go These other lessons that I have under this topic. Number one, your market number two, Your products Number three. The industry sector number four trends and outlook. So the first thing that you need to know is your market. How does your market looks like? How many players competitors are out there? Which market share is every player? Is there any player with a competitive advantage? What's their route to market? Is it similar to yours? How is the market and what's the trend? What's the outlook? Is it growing shrinking? What are the main applications of your products and services? Can you expand? Can you specialize? So, having a good knowledge and a good overview off all these aspects, it's extremely important. And for sure you will not have that information just like that. It's something that piles up, and it's something that keeps to be refreshed and updated, like in many other areas. You need to keep finding, searching and updating yourself. Don't just take Daddy, OK, now I know it. I got it. It's all done because things change. Markets change, have its change. The legislation change, so you have to always keep yourself updated. And she has always to be curious about what's going around. And you have many sources probably won't get lost. Where can I find this information? How can I find it then? Stress, and probably the level off knowledge that you have from each of these items will not be the same, probably some who have a very good knowledge. You know that there are three other competitors you know, their market share. That's probably U S steel, unsure about the trends about the outlook about how fast is the market growing or shrinking or abouts the reach of your products in what application they can be used to? The level of knowledge doesn't have to be on powerful all of these items, but you can close gaps and you can find information, and you can. You can develop further knowledge. The point here is you have to become the go to guy from your customers. You have to become a reference for your customers and for the markets you have to become, Let's say, the specialists, or at least the experienced guy that customers goto asking for advice, information or to understand where the market is going. And how can you get all this information? My one hint. Of course, there are a lot of information available in open source on the Internet. Industry associations can help a lot. Statistics, government statistics, but good source that you have are your customers. They know we're not from the markets they know about the applications they know about this size is they know about. They know about their own competitors. So talk to your customers, ask around, gather information, don't stick which only one way or only one routes to have this no together, all different sources, because very often there are, I would say conflictive. But there are some rumors. There are some assumptions. There are some information that you can hear she left or right. But then you have to validate it from other people from other sources from your colleagues . So it's important that you keep yourself angry for knowledge that to keep yourself curious and that's you keep searching and updating yourself. It's very important. And if you are new to it in an industry segment, this takes a little bit and the beginning congee overwhelming. When I started myself in this current role that I am sees some four years, I knew some basics of the business. But most of the information of the knowledge I didn't head it. How big was the market? Um, the play is OK. I knew it, but there are a lot of information that I didn't hit. But that wasn't a reason for me to not accepting the role, because this information in our this is we are in the era, off information, everything is available. The problem sometimes is the segregates, but this is far from what is not and where to focus your attention on that's information is there. You can build it up. You can improve the level and, of course, in the first strokes in the first month, you cannot pretend to be an expert to your customers. You cannot pretend to know everything about about your business were customers. You need to feel the relation. That's the basics under on the first month of your of your work as a sales rep, you have tow, build the foundations, build the relationship with the trust. The knowledge comes after your cast. Mazzola knows the products, their questions? No, the markets. They don't need you for that. Yet. In beginning, they need you to understand their needs. They need you toe come with solutions. They needed to come with competitive offers. They need you to come, which, ah, time to listen to them, to understand them, to support them all the rest. It's piling up, it's piling up, and after three months you will be able toe to share information. You'll be able tow. Talk about what you see, what you hear and will be able to have a broader view off the market. But this is a very important point. Your products along with the markets. What are you products? What are they good at? What are they? Their handicaps towards competition? Do they have better features dough they have feature that are not needed. How will distinguish from competition? It's important that you know this, um because this in your discussions, you'll be often confronted with this. Yeah, but products from competition is better. And you need to know in what it is better you need to know. You know what levels or in what parameters you need to know. How can you counter balance that very often by as well say that just to put you on the pressure so that you can give a better breast. So find out, ask get clear information. Don't let yourself roll into assumptions. Okay? Our product is not excluded Competition. So I have to Couldn't make Avella price. Don't do it. Don't do it. But no your products No. Your services know what is out there in the markets know how do you benchmark with them? Know how can you leave Freon? She ate them in the end. That's what you're selling your products or services. So if you don't know them, it's gonna be tough to defend them. And it's gonna be tough toe defend for the correct rice. That's me issue. Of course you can sell anything. That's the sale price at this compress. That's not the point. He wants toe add value to a company. You don't want to leave money on the table, but for let's you need to know Hey, but I'm selling. Is that fear it? Not the most cities, but I have these characteristics, and for these kind off use, this is the best car. But you have to know the reasoning. You have to know the background, and if you don't know, you cannot simply compare. They're pose with oranges. Compare apples with apples. That's why you need to know your products, our services, the industry sector. We are in the in a very fast changing world. And, ah, a lot of industries have gone through changes receptions, so being aware and informed and shaving knowledge about the industry sector where you are in, it's extremely important to pass on that image off. A reliable source, often expert. So try to be one step ahead of your competitors. Try to be one step ahead of your customers. Try to it to be on top off any new innovation, any new trends and in unit legislation. This is something that you cannot put a single value on it, but it has a lot of value to our customers and in a decision making process, when they have to decide if they go place an order in customer A or beach they have in mind or this is the expert, So have old it in mind. Become a reference for your customers. Become the go to guy for your customers and you can only do that. And you can only become that person if you build up these knowledge around these points that we have here. Trains, help groups. Cosmas Real very often ask you when they have to make their budgets or any other period along the year. What are the trains without the outlooks? Where are prices going? What do you think that's gonna happen next year? And of course, no one has a crystal ball and I've been in industries where in 15 days there could be a major shift prices going up or down. But I could always share with my cosmos what we knew at that point in time at today's party in time. This is what I see at this point in time. This is What we think about for next upcoming month is if there's no major change, this is what we think that's we can expect at this point in time. Always a good disclosure, always with a good disclosure these days in the information that we This is how we see things at today's date with information that we have. If something happens tomorrow or the day after, it can change completely this new scenario. So don't take this as written in stone like this as what we see and what we think that will happen in the next in the near future. And that will help select customers toe, validate that with their old views and validate that which how they see. And then they can clearly see if there's kind of a joint vision, even if even if things can show in change along the way. But everybody in the reporting lines in there quarterly meetings they need to share internally to their stakeholders or externally, even they need to share, how do they see the next period toward next cycle and its importance that you are able to share that information because again it helps you out to become the reference. So this this is why knowledge? He's probably the second most important parts in the sales role. If you ask me, am I good? It's closing quick deals and being a nation sales. I'm good at building up relationships. And normally, when people ask me, what do I do? Not tell them? And I'm an account manager and they asked me for the What's What does it mean? I tell them it's I manage relations. Trouble, um, traveled toe different countries and cities. I meet different people management and managing relations, and by doing so, they place orders and we sell them good products or services that helps them to build up their own products or services. But I rarely say that I'm a sales person because in the end, the sales are done by themselves. Almost some of them have some of my customers. They placed the orders readily. We don't even discussing price at front, and they've been doing this for years because we had all this history off trust of reputation, off market reference. And of course, they are the cutting discussions about prices, and sometimes they are fiction about prices. There needs to be a good background, a good reasoning and we move further and sometimes we have to be challenged as well. There are other companies outside markets are challenging and cosmos face few difficulties . So we have toe to be open and flexible to discuss and to readjust. But all based in relationship long term vision Most of the hiccups are suppressed, suppressed and the other This is it. This is the end of the fourth chapter knowledge. I hope you like it it and see you in the next one. Probably the most exciting one Negotiations by 7. Negotiation: Hello. Welcome to Chapter number five of our course. The five men skills off top sales webs, negotiation skills. This is probably you have tow weight, all of the five skills that I have in this course, probably the most importance. Having that said, you cannot neglect to the other ones. We can be very good at negotiation. But if you are not able to build up long lasting relationships, if you don't able to know your market if you're not able toe to have empathy and persuasion , you're gonna have a big handicap, even though you have good divisions. Negotiation skills. So yes, work on negotiation skills have them optimized. But don't neglect the others in this chapter. I have to warn you, I don't have any magic wants or tricks to share, but I have our best practices to lead and to manage long lasting businesses and sustainable business relationships. Let's take a look off. What I have in the the lessons that I have in this topic are steps of the negotiation value vessels, price price, alternative believers, pricing mechanisms, win win negotiations by your objections and use of concessions. So here we are in our first lesson steps of the negotiation. The intention of this lesson is toe give you in such off how the negotiation evolves in general, and normally there are five steps. You don't have to go through all of them in all negotiations. They don't have to be precisely in this sequence, but this is the standard. What a heavier is the standard. So we have preparation. We have discussion, We have proposals, we have bargaining and we have a deal, depending if it's an existent customer or a new one. You might skip some of these steps or you might change their positions. But it's important that you are aware of them and why they are important. First up is, uh, preparation. Preparation is key. Failing to prepare is preparing for failure. Remember that so before hands, when you have a meeting when you have a discussion when you have an inquiry, prepare yourself. Find out who was the customer. What do they need? What are the specific requirements? What is their buying criteria? Who are the current suppliers? Is this a customer that you want for your company? For your ports, for you? At what level do you know everything about the customer. Do you know what they are? They're really intentions are try toe to find out or to answer as many of these questions as possible, the more the better. And for all those questions that you don't have an answer, don't assume. Don't ever assume if it's not clear, don't assume yes, put them on hold because you're gonna have time toe. Use them later on in the second step. Discussions, assumptions. Forget it or you have real information effects. You have cross information to match assumptions. It's a very wrong method. Ask, Ask simply, they might not answer you. That's fine, it asked. So preparation is very important whenever you go to a meeting. Whenever you have anemia from the customer phone, inquire etcetera before disclosing any information together as much information as you can in order to give the rights, How can you can if a customer in its it happens, very offer a potential new customer, approaches you and ask you for a price immediately, can be very happy. Hates a potentially your customer. Come on, let's go. But what do we know about them? Normally what I do is hey, hold on this is not the supermarkets. First, let me know what you need are brought for What is your market? How much we're gonna buy our regular You wanna buy, can you? For its course, this is a question that I don't ask, but I have to find out internally. So there are a lot of things that you need to find out, you know, to come up with a proposal because if it was so simple, if business was so simple that the customer would call you to give your price and you've given her price, your company would not leave you. They could just put the pricing list on their system, and that's it. Sales reps say the secretary of sales managers, account managers, you name them. They are there because each customer is specific is each customer has specific requirements , needs wants. And there's a specific a specific environment, and that's why you can tap in and your value. If it would be to give prices just like that on the phone, on email or meetings whatsoever, your company would not need you. Your company needs you in order to explore the gaps, the problems, the issues, the the improvement needs that each Kozma has so that you can add value and then you'll not have one price. You'll get one price for each customer because they are all different, and that's start to the preparation. Okay, next step. It's the discussion. So all the questions that you couldn't answer by yourself that you couldn't find information, bring them on the table, bring them on discussion, asking customer openly Ask the customer everything that will help you build up your proposition. So forget assumptions. Ask them openly and again. There are some some questions that's probably your customers will not answer questions off protection off their own sides because they want to show any weakness because they don't. They don't want to tell you that they are fed up with the other suppliers so that the other supplies are getting toe. Have issues with their prices, and I think that will not tell you for sure read between the lines. That's why it's very important to listen active listening, not tackle your own assumptions, but to find out things that, um, are in between lines discussion. It's where you put all the question marks on the table and off course, Cosmi will also ask you what it is about. But here again, we're not coming up with prices. Hold on with process. We are just trying to map out what on their needs. What are the requirements? What can you bring them? What can you give them? What? Can you be better than competition? So we are just trying toe weight, all of it. Okay? And it's out of these. Your preparation and then your discussions that you're gonna come with proposals, but we proposals, not the fixed price. Don't let yourself yet keep options open, Get options open. Tell the guy. Look, if you give me this, I probably can give you that. If you're going this way in this way, probably I can have that in that just to give them a glance off where we stand because then they will be more specific on what they want and what they need. And then you can be also more specific on what you can offer. And that's all done doing this face off the proposal look told me that you need this quantity for this timeline. According to these quality, these logistics that sits outside this is what I can offer you. And this period have this, um, petition off the products or services on the these conditions. It's etcetera. And if you want, this is also possible if you want. That is also possible, but extra cost that said it at the center. Leave it open. Matching what they want but open so that they can come up with a refined inquiry in terms off. Okay, this is what we want. Precisely. And then you can go in the in. Um, tackle that in between this thesis, uh, this step off the proposals, of course, cause me will tell you will change, would challenge you and say, Okay, I want this, but that what? I want this. But I went with that. And with that, And that's where you have to start the step off bargaining. It's kind off trading a bit concessions. So customer wants your option A but with the detail from the option B. Ah, but not with the price that you had. So you have to Dekel, what are your possible concessions? Where can you make some concession? Where can you but don't give concept concessions out of nothing? Because customers will learn from your behavior unedited. And if you make concessions once for nothing, they will use it in all subsequent negotiations. If you make any concession, make it an exchange off something. Okay, I can lower the price here. But then I do not. I do not deliver in 25 portions 25 kilo. But in 50 try to have something in exchange. So that's they don't see it as a kind of ah immediately scooped for nothing. Try toe. Always think about value. Not about the price bargaining. It's normal. Even if you give your best price to a customer, they will never thank for that they will challenge you. They will tell. Hey, this is too expensive. How your betters from competition. That's their behavior and that's their role. They have to challenge you. So you have to reason here. Your proposal in in your your bargain concessions with facts. Look, But you have this and this and this, and if you want to have it at the quality that you are asking for, I cannot go door than this. Otherwise I can go lower. But then we will not deliver in one week. But in two weeks. So I have this kind of trading because if let's say that you have made your offer and your offer is, for instance, $1000 and have toe challenge from the customer, you agree in $900 without the change of nothing, they will say, Hey, then it worked $100 in my pocket. So if you have to give away those $100 traded for something more time, less quantity, lower quality something something Okay, so bargaining is a tool that you have to help you Andraka negotiations. But use it carefully. Use it on a responsible way, Okay? And then you arrive to a deal. And after the discussion after the proposal, after the bargaining, you have a deal. You have a deal. That means you shook hands. Customs said. OK on the dis conditions, I can accept a price of $1000. Say OK, that's fine. So this is my proposal? Put it very clear. Even if you have a face to face meeting afterwards, put it by email. According to our meeting, this is our proposal. Put all the terms of the proposal, the quality I believe three times the time friend. The packaging and validity of the upper put everything very clear ants the most important from this moment on, no more discussions, no more Bagni. It's over. It's a deal. I've seen many colleagues that even after the deal was done, customers coming back afterwards a. But these and that and that don't fall in that truck. Deal is the deal and the news. That's why it's important to recognize these negotiations. Steps. There's a time for discussion. That's a time for for bargaining that the time for proposal. But when we reach of your close it, close it. Okay, I hope this makes sense. Think about it and try to imagine it in the real time situation. New class, more or existent, Kozma is existent. Customer. Okay, you don't have to go through all these steps because you know, already their business, you know, already their requirements. So probably you don't have to go through a lot of these Probably discussion will be shorter . Preparation will be short, but you know already that they will back in or not. So again, as I told him beginning you don't have to go through all the steps, but it's important to be aware of them. New customer, the possible through all of them. Exactly. In this sequence they are probably during. Sometimes during the new customer goes through these preparation discussion proposals. But then it comes again discussion because found out that you don't know everything. So it happens. It's not uncommon. The important is when you go to proposals. And when the started bargaining at that time, it's crucial to not make many going back and forth. If you make a proposal and they bargain know exactly what they bragging about, try to tackle it so that you can move to deal. Because at that point, if you have to go back again to discussion, it will drain all your energy and she to give you see a feeling of frustration and it that you're losing customer and will weaken over to your your power. Okay, so this was the first lesson. Steps of negotiation. Lesson number two value vessels. Price. As a told in the previous Listen, um, a lot of customers will just approach you asking for your price and of course, if it's an existent testament that you know for longer that you know their business and, um, that you have a racial relationship, which it said. It said, OK, that's normal at which, with my most of my accounts, I have customers that we have a monthly price. So every prop every month I have to send them a price based on my country. Constance is fit stock prices at It's normal, but that's when you know already the value of the customer. What you know already, how much you have in terms off margins and how much you have in terms off yearly profitability, etcetera, cheddar for new customers for new businesses and don't jump in on prices. Price is a figure value is something much more difficult to put a figure on. Okay, that's just let's just put here on a very pragmatic way toe. Two situations you have, you have an iPhone, and you have It's much. Warner iPhone was, let's say, $1000 smartphone, of course. $300. What is the price? He's 1000 and 300. That's the price. What is the value? It's completely different. The value for some people off this telephone off the smart one is as good as the iPhone. The value for people going an iPhone is much higher than smart on, even if it would cost 1.5 thing would buy it because there's a different perception of but off value cars. Put the BMW and put a Kia the all let's say they're comfortable. They are safe. They have, ah, lot off features, etcetera, etcetera. They all drive the same kilometers. But people, some people are ready to pay 34 times more for BMW Bankia. How stupid is it? It's about the perception of value that give two things. That's humor. So in business you have to very much the value versus price. And, of course, depending on the kind of business that you are, this can be levers to a higher or smaller level. In some businesses. They are, let's say, the so called commodities kind off where you know that the price of these product or the price, for instance, of gasoline is this or the price off milk is this That's difficult to get away from the price tag. But in most business to business discussions, it's not only about net price tag, it's about all the other things that go around meaning how the product is delivered. When? What about the reliability? What about special packaging? What about promotion? What about technical support from your side? So there are a lot off other components that end up to the price. And that's what you have to bury mind whenever you have a new customer who had whenever you're chasing new customers. Prospects when you whenever you go to to a trade fair whenever you're challenged by yourselves, a record to increase your your, um, pipeline. Think about value. Think about don't when you approach customers. Don't jumping price discussions immediately. First, find out what do they need? What are the basics and they will tell you. Okay, we want the standards of the industry standards. Remember N okay, you know that the range that you can can can go for is much smaller than if it's a customer that have special requirements that you can have a bigger band. Smaller that will ask. The industry centers him. Is Kozma that task. The industry standards has a smaller bent, but still there's something where they placed. Where are your your facilities located? But at the cost of logistics, there's always things to explore and That's why you are in these roll. It's to explore those things again. If it would be about a price take, it would be available by your company in their website and they will not need you. They need you to find out this to build up relation, toe find value and to extract value. Okay, So this is why we have in this lesson all these points that should always explore and should always go through, but basically my might. My message is I always think that if it would be just about price, your company would not need you. If it would be just about price, it would be like a vending machine. You go to have any mission. You know, the price of a cook. You put their $1 we get a coke. Why would they need the sales rep over there? So why does the company needs a sales rep? Because your products are not all your price. It's about everything else that you can offer to your customers. Even if it's your relationship with him that's working abroad where it cost. Okay, So go through all this, points at the heavier and try to embed them and tried toe to Ah, think If you are challenged by a customer, how could you step back and tell them holding a little bit? Tell me more about your business. Tell me more about your needs. Tell me more about your requirements so that they can make you the right offer. Okay, I hope this makes sense in this point, it heads up to the value versus press situation that we talked before. So it's It's about exploring everything that can be used to build up your proposal. Of course, you have your course off course. There are markets, Ah, average prices. But then every situation is a situation. Can you reduce the customers of your car the cost of your customer you located close to your customers so that your costs are lower than they can offer a lower price? Can you offer early scouts? Can you offer rebates? Can you offer a different packaging? Can the customer pick up the goods on your company? All these are some examples off situations that can be helpful to add value to the offer and to extract value from the customer. Would it help to have a spirit specific supply chain. Would it help toe That's your technical services, go over there and explain the gotten something or help them on their some new project. All these things are very available, even if you are working on the industry that has very narrowed margins or prices. But then you can differentiate. He had imagined that the press the market prices 1000 euros, but we are offering you this service. It's not very easy for any customer to value the service that you're offering. And, of course, that value might have in their head might be different than yours. And it's your role to bridge that gap. It's your role to make it bigger than it is or to expect more value than then you're really given sending them one of your technical guys. One hour, two hours in one month, maybe cost you 100. That's probably at the I took off the customer off or the benefits that they're heavy. It was 500. So explore all these situations. Be very brought on your thinking. Don't ever confine yourself. Okay? The customers asking this and is a police press try toe. Explore this rain. Try to explore your sales rep. You're not. You're not Ah, walking price Take. You're a sales rep for makes sense. I also let's go to next one. This one is rated toe pricing mechanisms. And, of course, it's very difficult to mention all the possible pricing mechanisms that you can find a market depending on the industry sector, that you are depending on the products that you hair, depending on the kind of specifics of your business. So what I have here are just some examples just to explain you that the price can be built in several ways and can have different, different, um, arrangements. And that's fitting yourself or fit in the gasman or both. So you have to think about. You have to be creative. But don't complicate. Don't complicate what's what's is simple. I've seen very often people making complex, very complex formulas, etcetera, etcetera with absolutely no needs. You don't need toe make to complicate things. Okay, don't complicate things, but be aware of the alternatives. Simply be aware of the alternatives. And if you have to go through alternative use, the most single or common sense because complex formulas and complex prices will first of all will be difficult to to to to come up with, and we'll give huddle to you and to your internal people toe inviting people except instead of make it simple. But the your ware off all the alternatives don't look yourself only on or this is a traditional way. No, don't don't do it because even that even that can be again an add value to your customers. I have some of my customers that her on a formula based based on costs. I have some customers that's we offer, ah, fixed price for a long time period. I have some customers that have a monthly price. I have some customers that we have her one spot price. I have some customers that have formal but under an index, and it's all according so there needs toe their businesses to their markets. And, of course, according to the murders, that we want 200 them the broad the open. You don't need to think out of the box. That's not the point. If you can do so, of course, Don't complicate, though. Don't image toe what this usual think about something that could be is not used but could be useful, but don't come pick it. Okay? The win win. Um, the win win negotiations is a myth. Ah, a lot of people A lot of people talk about win, win, win, win, win, win, Ondo. Very often, people tend to think Okay, win win is 50 50. It doesn't have to be 50 50 and it doesn't have to be win win per se, depending on where you are, because you might think OK, this is a win win. I win customer winds, but the customer might think that's he's losing. Actually, this is the myth, just kind of a business German that was created. The point year. The important point here is to close deals that that are seeing fair for yourself and for the customer. That's why I said that women is a myth because it doesn't have to be 50 50. It can be, let's say, 60 40. If you are happy with it, who cares how much they save As long as you have your margins, who cares how much they save in terms off competitors as long as they have a better price, they don't care if you ever high margins, so don't look yourself on this kind of myths be brought. The important is to have fair relationships fair offers so that the customer will not feel that he was trapped and that next time you'll be out. That's really important, but is to keep it to keep it. Ah, the feeling that is fair for both parts. How much is it? 1910 80 20 50 50 can be, Of course, we all infinite. And that's it's This is a story which, with our human human behavior off reciprocity. So if I when I want him to hinder wind as well in the 51 50 I want to win, it doesn't have to maybe doesn't have to. Maybe it's not on their targets. Maybe you're happy already with 30 in your pocket. Don't look yourself from this kind off firm. It's I am four Fair deals. Aim for that. When you close audio, you are happy. It and your classmates separate it, and it doesn't mean that you will always sometimes you can. I would not say lose money, but you can be, uh, at least you can be aware that you're not losing that. You're not winning lots, but that you are built in realization and it will build it up for the next businesses. That happens as well. Okay, I hope that this makes sense once again by your objections by a lot of people. Talk about my objections is a big deal. Hey, what I do now with Customs say that it's not the right time. Kozma say that quality is not good or that they need to talk. Whenever you have such an objection, it means that you are still in the game. Get means that trust still in the game, even if it wasn't no, even if it wasn't no. What is important that you follow up? Why is it to know? Was that too expensive? Was the quality of my problem not good? Even if it doesn't know, use it for the next time before the next opportunity. Even if the objection is a definite no, it's important to understand why. Because can be important not only for that customer, but also for other customers can be that you are. You are being less and less competitive, and that you risk to lose other customers can be that your quality is going down and down and down and that you risk other customers. So even if it if it is no trying to get a feedback tried to find out why trying to find out why and try to remain in contact with the customer, not being heavy. But once in a while go back. Hey, how's life was your business going from our side? This is habitable open. Since I don't said keep the foot on the door. Don't ever leave a customer. Objections are in effect and the opportunity. So if it's not to know if it's something else, explore it Explored. This is not the right time. Okay? When it went, can I come back? You can admit a decision. Okay, Would we? Don't do you have to talkto Should we bring ourselves directed toe top with him? Should we bring our technical people to talk with them? Our quality is not good. OK? Can you tell me more? Can we talk with your quality guys so well that they speak with our quality people? This is the wrong time. Okay? When is the right time? Where when are your by cycles? All of these should be explored should be explored don't just drop your arms and say Okay, I loose the opportunity Note note. It would be very easy. Very simple. Just don't you back in and go home? Those are really the exciting works. Those are really the exciting works. Find out to chase toe, to understand toe challenge them by one heads. And of course you're gonna have all kind of IRS. And some buyers are more talkative than others, and some can be very short on their on. Their arguments persists without being heavy without without being route. Try to find out any objection is worth exploring. Any rejection is worth understanding. Put that on writing Thank you Concessions. We already spoke about concessions in here. I have a little more explanation about it. So 1st 1st is important to the very man that you need to have them prepared. What kind of concessions you have bared, For instance, you can have prepared two or three things don't use to many because then customer will be confused. Every few prepares and have and then use them according to what you think will be more important or more interesting for them. For the customer, not for you probably the list closely. Concession is the most important for the customer, so use them according to that relevance. If the customer has one or two objections or wonder to where challenge ings in terms of bargaining, bring up those concessions. Okay, I can tell me that. Ah, we are too expensive. Um, I can probably improve my price by year X if you shorten the payment of that's one of the or if they are struggling with cash right now, you can give them extended payment terms, but then you have to have some conversation. More volumes. It doesn't have to be all about money. More volumes, more business, my periods off business. So concessions are important. Toe. Have them ready thinking about what my interested customer and call it a level of interest . And they can be used toe on. Look, any situation, not to just not on the discussion. We are talking here about closing deal. When you see that there's a deadlock, use one concession or the other to finally close the deal. Okay, so this is the lesson the chapel of today about negotiation. I hope it's not too heavy. Go through each once in a while take notes. Because this is the heart off this sales rep activity. I hope that you liked it. Let's see the next chapter my 8. Appearance: welcome the chapter number six of our course. Five main skills off top sales reps. Appearance. This is a bonus chapter by one hand should be obvious. I see a lot of people still struggling, and I can tell you even myself sometimes I don't know how to dress depending on the kind of customer that you going to visit. So let's jump it. These are lessons in this topic facial aspect and outfit and body language. So, you may ask, Should I dress to impress? No, we don't need to dress friends to impress. You shouldn't dress to impress, but it's important that to dress, according Toa, according to the occasion and somebody that Ah, he's prepared as we saw in some some of the other chapters and knows how to dress and knows our out to come across. It's a question off showing up that you're organized, that you are attentive to detail that to take care so we come across as a professional. You don't come across as a that an amateur or I don't come across as you're just walking on the beach so you don't have you don't have to use very expensive on suits you just have to dress somehow according to your counterpart, and sometimes that's not very easy, especially when you visit a customer for the first time. But then, common sense says Okay, just where a normal, uh, shirt and the tie on the blazer eventually and afterwards when you know the customer, then you know how you can if you have to lower or reductive your your dressing. But this dunder terms are short, but I a blazer and ah, and clean shoes, of course, but let's see some off some of the things that I have here in the adolescence. So here I have some examples off the things that you should care about, and that means you must come across as a professional must come across us, somebody that is really very reliable, that take cares that have good taste, and therefore it's important that you have your air do regardless of the size of it. Regardless, if you have a bear or not of a moustache. But it's important to show that they are taken care because if you don't take care of yourself, it's in the customer mind. It's very likely that they will think you don't care of the business as well, so the facial aspects are important. The outfit is important. It's not again. It's not about the labels that you wear. It's not about how expensive they are or not. It's about how responsible you come across, how you're prepared. And if you come from the beach and your sunglasses and depending it's well off the kindof activity or the kind off industry segment that you are. If you are in the luxury segment, for sure, they will expect that you come across in the Intuit expensive screen with suits and with expensive shoes, and and I wear it said It's better by other hands in other industry sectors if you come across with the JAG where they will think. OK, I'm paying these guys for for writing a gentler, so you have to balance those things. If you have two very much, which sector I working in, you have to bury mind. When am I visiting and adept? That's the key, what year you need to adapt. So in this lesson, I'm just give you some examples of how tweets. It's not about how much they cost, but it's about how you can you can, You can come across and should come across And, uh, some examples off standard sales reps. Outfits. Okay, body language. It's a very important aspect off the life off a sales rep. Extremely important. Sometimes it's not about what you say. It's about how you convey the message with your eyes with your face with your hands. So body language. It's very, very important the way that walked the way that you talk the way that you sit the way that you look. Where do you look at? All of those things are very, very important. So please take a look at all these recommendations that I have here because they are crucial and try to observe yourself. Try to to be a watcher of yourself and see How do you stand in public with your colleagues with your friends, with your family and notice? Notice how your message off your body he's perceived on the other side. Okay, I can hear some examples off body language or things that you shoot or you shouldn't do. Probably some of them are obvious, but you need to very much. In many, many cases, you don't realize that's your body. He's betraying you trying to say something, but your body's saying something else. So try to be aligned with your body and with your message and, if needed, first practice in the car or in your house or in your home office. Practice your position. Practice your A your meeting so that's you can see yourself. Record yourself and see yourself how you come across in terms of body language. It's very, very important. It's a detail that you cannot neglect. Body language accounts, according to some studies, toe more than 60% off how her message is passed across. So it's not about the words. It's about the tones about the tune of your voice, and it's about the modern language. Okay, bear this in mind. Write it down. Think about it. This is useful not not only for for your role as a sales rep but in your life. And if you have to go toe any other career, if you have to go up in your sales leather, this is very, very important. It's an aspect that you cannot didn't neglect, so I could not put it as a skill per se in the course that I had to put it as a bonus. Because any sales rep that this looks this aspect is a sales rep struggling and not understanding. Why is not succeeded. I hope you like it. I hope it makes sense. Thank you. 9. Wrap up and main takeaways: here. I want to just give you a kind of a wrap up off all the training chapters. The main message is the main takeaways that you should have and should keep caring, studying or developing the one Chapter one. We had empathy and these are the main points. It's about them first putting yourself on their shoes. So you're free to take a look at all these points. No down those that that you're not really Ah stopped him all yet and keep develop them further. And ah again, this is not the end of the road. As in any other roll or activity, we will evolve along the way. I don't expect that you are 100% now. We'll that you'll be 100% in one year time. This is this is ah, a marathon, not a meme 500 meters run on second chapter, we have the relationship building on and building foundations for the future. Being honest and true, the honest incident trust Woody is very, very crucial for you to succeed and to maintain your Kozma portfolio to attract new customers. So go through this list again. Check where you have gaps. Tried to wear clothes them try to find out more. Think about it. Next. Chapter three was about persuasion. So here we're talking about all or not all but some of the persuasion techniques, persuasion or influence and techniques. Use them with caution. Use them responsibly, so so that you don't get trapped later on. But these are some of the most used in our days. Chapter four. It's about knowledge, knowledge about market knowledge, about your products, knowledge about trans knowledge about your industry, the vote mints. And this is where you can be important to your customers to become an expert in to become a reference for them. Negotiation skills was chapter number five. Of course, this is the summit off our course. Ah, this is where probably you have. You can go back Ah, once in a while to, ah, to read again to listen again because this is the core off the course. And this this is the core of your role. So it's normal if you're the beginning that you don't master all these. Um, all these areas that I touch here, but view aware of them. Be aware of them, try to dig further on each point tried to find out where you might have gaps cause it's crucial that's you're well prepared in terms on the negotiating negotiation skills. Of course, you need says well to be a good level, the others. But these appearance, how appearance can play a role in your success or not. So, uh, you need to come across as something that they care of himself and that is responsible. Organized, final last words Remember all these points. A training session is worthless if you don't put it in practice. So practice tried to find out more. Try to keep developing yourself. Tried to keep learning and stick with it. Don't just put it aside. A lot of people read books or attend trainings that they find very interesting. But after 15 days over one month, it's gone. So ah, it's a pity. Keep keep developing herself. Keep studying it. Keep putting it in practice. Keep the momentum. These are my final last words about sales, and I hope you did enjoy this course. I I appreciate if can get leave your feedback. Constructive feedback. It doesn't mean that you can. You have just to say that you liked it So of course you can say that you liked it. But if you didn't like or if you did miss any parts or if you'd like to see differently, please drop me your feedback. It's very important for me to know. How can I improve? What can I do better for the next time? So good sales hope to see you around one day, maybe a see you in the road, or that some of my customers as a competitors by see you soon. 10. Final alst words: final last words. Remember all these points. A training session is worthless if you don't put it in practice. So practice tried to find out more tryto. Keep developing yourself. Tried to keep learning and stick with it. Don't just put it aside. A lot of people read books or attend trainings that they find very interesting. But after 15 days or one month, it's gone. So ah, it's a pity. Keep keep developing herself. Keep studying it. Keep putting it in practice. Keep the momentum. These are my final last words about sales. And I hope you did enjoy this course. I appreciate if can get. Leave your feedback. Constructive feedback. It doesn't mean that you can. You have just to say that you liked it. Of course you can say that you record it, but if you didn't like or if you did miss any parts or if you'd like to see differently, please drop me your feedback. It's very important for me to know How can I improve? What can I do better for the next time? So good sales hope to see you around one day and maybe I see you in the road or that some of my customers as a competitors by see you soon