10 Quick Tips to Mastering Sales

1. Follow a logical process

The steps of the sale follow a logic, as on a slide. If "A" is done correctly, you naturally slide to "B", then to "C". A virtuous process that applies to each step: hanging from the first minutes of prospecting, listening to his client, highlighting the issues, structure his proposal, arouse the interest of the prospect and then make him adhere to your offer.

2. Working to Overcome Fears

A simple idea taught in corporate sales training programs but little practiced by sellers, prey to several fears: that of being badly received, disturbing, not knowing what to answer, not being fast enough or too expensive.

3. Be convinced at 100%

Each time, "you have to be convinced that you are a real resource for your client!" It is only at this price that the doors open. The prospect must be convinced of the profit associated with the commercial proposal and the reliability of the company.

4. Sell before selling a product

Even before the product or service, a prospect "buys a man", the one who will help him make the right decision. So it is above all the talent of the salesperson to capture the customer's attention, the ability to listen and analyze to satisfy his needs and a reassuring speech that carries the adhesion.

5. The Art of Presenting

The rules? "In reality, there is no rule of corporate sales training programs. The way to present oneself changes according to his interlocutor ". Only obligation for the seller? Optimize your pitch with a short material entry featuring the essential in 5 minutes maximum.

6. Informing the customer

"To sell is to show that the solution proposed meets exactly the customer's needs. To sell is to allow the interlocutor to become aware of his need! ". The goal is to develop a relevant process that invites the prospect and keeps it going.

7. Build on the discovery phase

The more a prospect knows his need, the more he is ripe for the act of purchase. The discovery phase is therefore fundamental. The duration varies according to the sector of activity and the type of clientele.

8. Buying is getting rich

Being convinced that you help your client to get rich while he is spending money is crucial. Selling must be a generator of value and profitability for both parties.

9. Dribbling with the fears of the other

A salesman must constantly deal with the caution, mistrust and vigilance of his prospects. This amounts to dribbling fears: detecting, understanding, respecting and circumventing them.

10. The art of closing

Concluding a sale is difficult only if the previous steps have not been properly conducted, creating "holes" in the process. "These shortcomings lead to doubts, hesitations, objections, postponements."