Transcripts
1. Introduction: Welcome to the
silane smart course with it's all about marketing. It is no secret that
the profession of sales has changed
in recent years, which has made the
new generation of sales professionals
very highly strained. In the first part, you will learn about the
basics of cylinder. And the second part, you will learn about
communication tools in the sales process. And in the third
and the final part, you will learn about
techniques to end in cells. The end of this course, you'll be able to understanding
the wonderful paradox. How can others to
get what they want? Which leads to you
getting what you want? Using Goldsmith and techniques, a way to focus on
what you want to accomplish and develop
strategies to achieve it. Determine the competitive
strength of your products and services and the ability
to provide them better. So that you can be
proactive in dealing with objections and be
more successful in attracting more
job opportunities. I wish you a successful course. So let's get started.
2. Basic Selling Skill 1: Hello and welcome to
the first lecture and the cylinder is Mark course. Today we will discover
together what are the basic ceiling scales that all salespeople
should possess? The best salespeople are
interested in achieving results by working persistently
to develop their skills, which leads to their achievement not only of certain goals, but also of long-term goals. In the first part, we will talk briefly about some
of these skills. Relationship-building skills, getting along with
people and having good communication
talent are among the basic skills for building strong relationships
with clients, which enables you to accomplish your tasks easier and make
your decisions better. Here, there must be a real
desire to help others by providing special treatment and providing distinguished
customer service, which leads you to long-term relationships
based on trust. Listening skill. Listening is the best
way to understand the expectations,
needs, desires, and motivations of customers, and how to provide effective solutions to their challenges. Without the skill of listening, the salesperson puts the
entire sales process arteries. Listening allows you
not only to gather complete and clear information
about your customers, but also to build a solid
relationship with them and demonstrate that you genuinely care about their
problems and concerns. Conflict management
and resolution. In sales expect to face
complaints and rejections. These incidents may
involve almost anyone. Says This can happen at anytime. Salespeople need to learn and practice how to
practically deal with objections and
have knowledge and ability only initially
to manage conflicts. Searching for potential clients. Research in your list
of potential clients is essential to maintaining
health and sales portfolio. It does this by collecting and analyzing information about the potential
customer and matching it with available to listen
to that you can provide. If there's no match between your product and the customer, is allows you to save
time by removing them and focusing on the next
customer. Sales offers. Being good at presentation
and public speaking is a great skill to have
in the world of silts. Excellent sales offers
on presentations. Demonstrate your
mastery of the topic, your knowledge of
the market, prozac, and customers, and build
confidence around your brand. Self-closing skill. This skill may
represent the essence of silane and it's
abbreviated to the moment when the customer
realizes the importance of your product and accepts the rationale for his purchase. And thus closing the deal is an essential element
in the sales process. With this, we have finished the first part of the
basic cylinder skills. But be sure that we will return and talk about
all these skills in full detail during this
course and upcoming courses.
3. Basic Selling Skill 2: Let's go through the rest of the basic cylinder skills that all salespeople should have. The second part
here will present basic cylinders skills
complimentary to the first part, which must be included in zippering and building
the basic skills that we talked about in the first four stories,
fill in skill. Silicon requires not only showing the features
of your product, but also convincing
customers that these features we'll solve it province and benefit
them in some way. In most cases, you will need to clarify your message by filling story that has a deep impact
on the target customers. And throw the fluency of
your worst direction of conversation and the realization of the solutions you provide. The customer finds himself
silly or product name. So information gathering skill, accurate information
about customers, markets and capital reserves enables the salesperson
to make better decisions. Engaged the right customers
and close deals effectively. We anticipate solutions and
the negative resistance. You can invert the customer
to work a positive response. Convergence with technology
and social media. This makes adopting new emerging technology
development is for you. These technological
development are inevitable and are constantly changing the way companies are run and the way the
brain end customers. At the same time, social
networks have become a major part of social
and economic life, both local and global. And many companies are hiring
social media managers to oversee the prisons
of their brands in the digital environment
and market. So it is necessary to be
well-versed in this skill. Product knowledge. Insufficient product
knowledge is not acceptable and
award of sales. And the salesperson who goes into the field without having an intimate knowledge of the features,
benefits, weaknesses, and strengths of his
product will have difficulty create an
effective presentation does exceed in establishing
a connection and Lincoln customer needs
with the right or the best available knowledge is the cornerstone of a
successful so Limb presentation. By learning these
essential skills, you will be prepared to sell
other sex hold salesperson. Now, all you have
to do is to develop yourself to see your
sales numbers, right?
4. Traits of a good seller: In addition to the
skills we mentioned in the previous video
which you must develop, there are also stressed
or qualities of your own that you
must develop as well. In this lecture, I
will talk about some of these threats and how
you can work on them. First, it sort of empathy. It's represents your ability to understand and share
the feeling of your customers by understanding their concerns from an
objective point of view. A salesperson who shows empathy
can gain customers dress, and build a good
relationship with them by standing by them and
not making prejudices. In order to master this threat, you must develop
your ability to read the feelings and
behaviors of customers. So the scale, author's
name and curiosity. The second quality is
your abilities advocates. People with high concentration
are often able to organize themselves and know
what it needs to be done in order to
achieve their goals. Achieves the best
results when it's coincides with the
threat of empathy, then the salesperson listen to the customer and fields with them without dropping his
focus on the specific goals. And thus is able to translate
these goals into solutions. In order to master this tree, you must develop your
ability to sit and clarify goals and set timetable. You must also have
self-discipline and good conscience
in order to serve your clients and develop
your relationship with them. The third characteristic
is the responsibility. The person with a strong
sense of responsibility, not blame others when it is placed in a
difficult situation. Accepts and takes
responsibility for any mistakes that may occur without taking a
defensive position, I was trying to blame the circumstances
or on other people. In order to master this tree, we must develop your
ability to take action with situations
that require it. You also have to anticipate
the consequences and evaluate alternatives and
maintain a positive view of situations and clients. We should also
accept criticism and useful suggestions to
improve your performance. The fourth and final
characteristic end this video is optimism. A salesperson who has a
healthy amount of optimism can be described as someone who has the threat of persistence, which is an important trait in the sales world because of the frequent rejections
is exposed to. Thus, successful
salespeople are highly flexible and are considered the client's rejection of them. Not a rejection of
themselves personally, but rather a rejection
of the opportunity. In spite of their
disappointment at times, this does not destroy their
positive view of themselves, but rather prompts them to use a different approach
and try again. In order to master the street, you must develop your ability
to focus in order to find opportunities and
your determination and providing solutions. And of course, to be
able to distinguish what you can do versus
what you can achieve. This, we have talked
about some of the important traits
that you must develop.
5. Decent and professional appearance: After we talked about
the skills and traits that successful
salesperson must possess, we will now turn to the topic of decent and
professional appearance. The customers stress
and u is one of the most important pillars
of the sales process. And any mistake in your personal appearance can make potential customers
uncomfortable, which may lead to losing
their trust in you. Follow these steps so that your appearance is the
secret of your success. First, Monsieur close
with the clients glutes. People usually trust
people who look like them, which leads to easy
communication with each other. If you are meeting a client
in informal atmosphere, it is best not to wear
a suit and a tie, tries to dress appropriately for the client and the place. But if you are going to
immediate in a company and it's better to
have your variable attire to be appropriate, which will improve your chances
of completing the deal. Second, maintain your elegance, whether you are in a formal
or informal sales meeting, maintain your elegance
at all times is. Some customers tend to pursue the smallest details
and focus on them and any sign of a defect and your clothes can
make them alienated. So it makes sure that
your clothes are appropriate in terms of size. And keep your hair and
nails clean and trimmed, and your show is
clean and polished. This is, of course, within the limits of socially
accepted the object. Third, beware of
unpleasant others. You may think that this
rule is self-evident, but you will be surprised at the number of people
who violate it. Whether it is the smell
of strong perfume, artists male of the
mouth or the body, avoid anything that may
gave you or your clothes an unpleasant odor before
meeting one of your customers. Follow these basic
rules of appearance and dress as violating one of these rules may hinder the sales process
faster than you expect.
6. Effective sales communication tools: Hello and welcome to
the second section of seven smarts course. Today we will discover together effective communication
tools for salespeople. It is important in the word
of sale to know the market. No, the best selling techniques. But that's not enough. In the end, there is
no point in knowing the market if you do not know how to deal with your customers, effective communication
is a link between your skills and knowledge
and closing deals. First, make sure you
speak the same language. The way you communicate with the customer may not be
the most effective way. By doing so, even
though you both speak the same language the way you speak from
the zone of boats. So the terminology you use may directly affect the customers
understanding of q. Try to match your way of
communicating with the way the customers communicate with you in terms of
rhythm and speed. And authorizes stay away from sophisticated
and complex terms. As you have to be as clear
as possible not to leave room for any misunderstanding or confusion with the customer. So what's the point of speaking the same language
with the customer? Communicate in the
same language. Communicate in the same
way as your client. Communicate using sophisticated
and complex serves. Second, What's your
body language? Body language can then reveal a lot of information
to the client. The way you sit and greed and how you behave
while speaking. Is that an important part of the communication process
that you must master? Eye contact, for example, is very important because it
shows a sign of respect for the client and makes them feel that their
opinion is audible. On the other hand,
excessive bleeding with here is a sign of
stress and insecurity. We hear about the languish
and controlling in order to convey the desired
idea to the desired person. And you must also learn to read the body language
of the speakers to you so that you can
read your customer better. Third, tell the truth. It's very hard to hide the
fact in one way or another. The customer usually feels that and feels
insecure about you. Lies usually can be
discovered easily. Whether it is the
tone of your voice, the language of your body, or just a conflict with the information you
provide to the customer, then this will be difficult
to gain the trust of the customer and you or loss of sale will be almost inevitable. Course, prepare well, be prepared and do your research on the customer and the market. Remember that there
is no problem if you don't know something until the customer
that you are not sure and welcome
back to them later. But it is best not to tell that too much because
this will make you appear unprepared and
therefore untrustworthy. Your preparation before meeting the customer may be one of the most important factors
that may distinguish you from your competitors
in the world of sales. Fifth, give them space. In professional relationships. You have to know
when to get close to the customers and when
to give them some space. A lot of e-mails are
going a lot with them, MSR them out, which will make
you miserable or annoying. No one wants to deal with
the salesperson or does not respect the customers
time and privacy. All of these steps refer to different problems and
stapes in the sales process. They are linked together
with a simple concept, which is that the key to effective communication is
empathy with the customer. Knowing how to see things
from their perspective is the key to a successful business relationship
between you.
7. Use body language to your advantage: Positive body language
and cells show enhance. Showing your pounds
while speaking indicates frankness and honesty. Openers, keeping the arms open and keeping
your hands open and extended to the
listener indicates frankness, honesty,
and openness. These gestures contributes
to the comfort of the other party during
the conversation. A firm handshake. It is an indication of self-confidence as
well as respect. Stretching out the
Handshake first is often seen as an indication
of interests. Smiling, smallest show's warmth and interests and the customer, which may make them
comfortable with you and improve your chances of conveying your points of view and building a good
relationship with them. About the language and
the world of sales. Holding hands. When you cross your arms, listen to your clients is
defensive image of lack of competence and
lack of interests. And this will weaken the
listener's response level and interrupt the flow
of fruitful dialogue. Or the listener may have
a defensive reaction. Avoid making the eyes
of another person. Avoid meeting another
person's eyes for prolonged periods
are repeatedly, may indicate that you may have something to hide or you can never be trusted.
Personal space. For many people, personal
space is a sensitive topic. So be careful not to
invade this area. Pay attention to your
clients, but their language, What's may appear to you
as a friendly act may be viewed by your clients as an infringement
of their privacy.
8. Empathy, put yourself in the customer's shoes: Empathy is the ability
not always understand, but feel the feelings of others allowing you as
a salesperson to gain deeper insight into the
emotional underpinnings of a customer problem. Empathy is essential
during the sales process. In this lecture, we'll discuss
some of these reasons. Empathy builds trust. One of the foundations
of stress is a feeling that you are seeing and hearing by the other person. When salesperson
exercise empathy, customers feel it,
which leads to a sense of security
and builds trust. Empathy improves the
quality of questions asked, asking the right
questions as one of the most important
sailing skills. Salespeople who
practice empathy, understand the customer easily and respond to
customer requirements. Which leads to ask and right and deep questions and
revealing more information. Empathy helps identify
and solve a problem. When salespeople empathize
with the customer, they gain insight into the emotional underpinning
of their problem. This, in return, enabled
them to identify the problem and express it in terms that resonate
with the customer, which will lead to
find the solution. Empathy maintains
bones over time. The relationship
between salespeople on their customers can weaken. That when salespeople
exercise through empathy, we can sense when the customer is starting to move
away from them. And it can modify their expenses to help reconnect with them. Empathy helps finished a sealed. By practicing empathy
and self person gets an accurate measure of emotional state the
customer is experiencing. This allows them to take
every state towards finishing on time and in a manner that
satisfies the customer. And the next lecture, we'll look at how you can
develop your trade of empathy.
9. Develop empathy levels: You can effectively
developed empathy, throw a seminar or
series of videos. But rather it's requires
focus and practice. The following factors
or points you can draw on to develop
the trade of MPD. First, slowdown,
salespeople who rush into the conversation eager to say everything
that comes to say, then that practice
or build empathy. Empathy can only develop when
salespeople slow down and pay attention not only to
what the customer is saying, but also sweat they are doing, and how they use
their body language to express their
emotional state. Secondly, listening. It is very important
for empathy. If you spend most
of your science all can do urine, every cell. You will not be able to understand the
customer's point of view and focus on the
indicators that it transmits. Instead, try to get the client
to do most of the talking, focusing carefully on what
they say and how they say it. Third, yourself in the
customer's strokes. It's not a word you often
associated with CRM skills. Empathy requires the officer, you're allowed the
customer to speak and you enrich our practice.
Good listening. Imagine yourself in
the customer's place. Ask yourself what it feels like the experience, what's
customary fields? It can be hard to
imagine yourself in the same customers place
to make it easier. Imagined that you had a similar situation
that you went through. Put yourself in the
customer's shoes and write it down in
note how he felt. Empathy is not iterate that
you can develop overnight. It may require focused
attention and daily training. Isn't that easy? That's well, change your
sales results for the better.
10. Read customer signals: One of the most important
skills you need to know to be successful
in sales is your reading of the
signs and body language their customers since they
are ready to buy or an app, you won't learn this
skill overnight. But if you're not
constantly improve it, you won't be able to
close many deals. Some examples of these
signs are as follows. We often assume that questions about prices
constitutes objections. While they are a way
to close the deal. If the customer says that
you're offering expensive, Is there a deal when
buying larger quantities? This is actually a
positive question. And then we'll try the same
thing if you are asked to reconfirm the terms
and conditions of sale. Example, is there a discount
if we pay within 30 days? Is when a customer asks you something about products
or services features, it means that they are
showing genuine interests. Review it with them again, and then look for
positive, but the cues, and don't think
that the customer will object if they say, does the product work well
with your other customers? This is perfect opportunity
for you to tell them about some success stories. The product or service
you are offering. These queues may seem illogical, often get so caught up in the next part of
the presentation, they will miss the
physical cues. We need to look forward
to close a sale. For example, eye
contact is one of the most important signals
that you can monitor. You can make sure that the
customer is looking at you and doesn't
maintain eye contact. If your answers to
this question is yes, then you are underwrite that. All you have to do is see is the right moment
to end the deal. If the client's body
is directly towards you and his hands
is open to you. This means that he's interested
in what you have to say. The customer is
taking notes, review, and any materials
you put in front of them or doing some calculations. All these signs
indicates good science. Learning the variable on physical cues is one of the most important
thing on skills. As it increases
your confidence and alerts you to the right
moment to close deals.
11. Develop a deal closing strategy: There are many skills
you need to know if you want to become
a sales professional. But one of the most
important topics that always generates a lot of discussions and
recommendations as the process of closing the deal. If your research tips and
techniques for closing sales, you will find some
of those techniques. Focus on individual tactics that may be useful
in some situations. But this is not always
the best method. There are no
standardized methods that can be applied
in all situations. The preferred is to develop the methodology that
best suits your needs. The strategy of completing the sales process is
based on several stages. Starting from the first contact with the potential customer. These include, first,
it starts with dressed, really close a sale unless the customer lives in
you and your product. Handicap is extremely
important and is built on your integrity and commitment to provide the value
on the solution. Second, listen to the customer. By paying attention to
what the customer says, you will be in a much better
position to deal with the questions and objections that they will raise
most of the time. Third, overcoming
these objections, which is a fundamental
obstacle that must be overcome before it reaches
the closing stage. You must anticipate
it and deal with it professionally before
proceeding forth. You must believe in your
product or service on that. I believe in it. How can the customer
will live in it? Most of the time, the client will be able to
illustrate this point. Throw your words or actions. This is due to confidence, but it is also related to your overall knowledge
of your offer. The last element is one that takes a long time
before it is learned. It is kind of in
this you develop in discovery and customer signals. Your ability to
read your customer leads to know when the right
time to close the deal. There is no single formula
for achieving closure because each of us has his style or even
different ways of working. But it is important to
always rise, to improve, continue to refine
our capabilities and learn from as many
sources as possible. This learning process
should continue throughout the life
of our business. And this is particularly
the case in developing your strategy
to close sales.
12. Traditional Closing Techniques: You have done your research, comprehensive planning,
and are well prepared. You feel a real satisfied author giving them all of
your presentations. The customer has been on
your target list for awhile. The objection raised
by the client and the questions raised
were answered in detail. Now the client is
showing positive signs. You have reached the point where it is time to close the deal. There are many different
types of clothes and picnics. If you want to do
an Internet search, you will likely get over
100 different strategies. Are you supposed
to learn it all? Of course now, here are
some closing thick. Next, I recommend salespeople
use summary closing. During this technique,
the main features and benefits of the
offer are reviewed. Point of the offer
are summarized. Essence you have provided to the client are brief,
theory formulated. It's a straightforward way
of saying That's it All. Ready to move forward. Those in the balance sheet. This is a collaborative way
of working with the client. You're friendly,
discuss what are the advantages and
disadvantages of your offer. But the main thing here is that you do not use this technique unless you are
completely confident that your offer has more
positive adventures. This statement, e.g. it seems that we have reached
a positive conclusion. Do you agree? The goal of every salesperson is to provide a solution
to the customer. Here are the focus on chicken, all the elements they need. There's an approach based on the premise and the
conclusion of the deal. If you have worked with these
clients for a long time, your credibility is
strong and you have built a solid relationship is
logical at that time. So I assume the end of the cell, the completion of the, you know, the clients well enough to say something like, We
should we start. However, though not take its trunk relationship with
the clients for granted, all you have to do is develop
a glazing technique that matches your style and keep
it as simple as possible.
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