Commercial Performance: the 8 Things that will Never Change: The digital media has upset the sale “the trade profession is no longer the same” “adapt or die”. Have you ever heard that somewhere? Normal is the discourse that prevails today in commercial organizations. Rest assured, even in a context of acceleration and constant upheaval, some things will never change. Here are the 8 timeless rules of the sale that will ensure your business performance.
8 Things that will Never Change
The 8 pillars of the sale follow a very simple scheme:
- Warning (listening)
- Sense of advice
Prospecting: Although the way of prospecting has evolved, it remains the indisputable basis of sale. A good salesperson is always able to do his own prospecting, even in a lead generation setting through marketing. And prospecting is not an easy task: it requires theory and lots of experience to prospect effectively: that is, the right people at the right time with the right selling points.
Attention or listening: You have more in mind the image of a talkative commercial? Well a commercial listens at least as much as he speaks, and often more. Indeed, how to understand the stakes of a prospect without first having to listen (sometimes hours, they are talkative these prospects) on the phone or in meeting? The right salesperson is the one who succeeds in using his empathy in order to direct a constant attention to the customer in order to appropriate his stakes: it is not only active listening, but above all the ability to make his contact person feel it has value, that it benefits from all its attention. Putting in confidence means listening and responding at the right time.
Meaning of the board: This is where the intervention capability plays. Although it has been said that the commercial function has evolved into an advisory function, it was already the case before. A salesperson is not a salesperson or a performer; he is an expert whose advice is valuable. It is this added value that will make the difference when it comes to winning a contract. To position oneself as a counselor, a companion, is not to look at the prospect through the window of the sale but to place himself on the same side as him: behind his shoulder literally to “support” him through his shopping route.
Solar: why solar? Because a good salesman has charisma. By necessarily the chrism of the one who is automatically noticed when entering a room, but the chrism of the one who is passionate, and whose passion is contagious. According to motivational specialist Simon Sinek, “people do not buy your product for what it is but for what it represents.” They will buy your product because it is you. You must be able to communicate your vision. A commercial has the attributes of a great leader: inspiring trust and sharing his enthusiasm – it’s partly for this reason that many business leaders or directors have begun trading.
Introspection: This is the least funny part of the commercial, but the one that teaches him the most. Digital or not digital, the salesman will always have failures – a project that does not succeed, a prospect who does not respond emails or unanswered or unanswered calls. Introspection makes it possible to understand these rejections, to integrate them and turn them into positive experiences. What digital has changed is that with big data, the salesperson is now able to optimize his refusal rate: he knows what is the best day and the right time to contact a prospect, how many times He should contact him; In short, of all these refusals it is possible to draw valuable information.
Organization: It is obvious, but it is impossible to do ten appointments a week without being organized. Because afterwards it is necessary to make reports, to prepare the next stage, in short it leaves little time to the improvisation and the procrastination. The self-sufficient, successful salesperson holds a tight schedule: no success without discipline. Besides, in certain sectors (B2B in particular) the sales person must understand the situation of each client / company; it is therefore a long time of preparation that is asked.
Unique: It is complementary to the chrism and the passion: we must want to confront each day with potential refusals and continue to inflict this; you have to blame it for every day going to sell its product. We are not going to lie; to be commercial is to love pain (but not too much either). Above all, we have to have unfailing determination and absolute confidence in our ability to help people with the product we sell. And it’s not for everyone.