Profesionales de la Venta
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La Venta Consultiva tiene un proceso claro, los que lo siguen tienen el éxito bien asegurado, lo que no, y no siguen un método organizado probado, puede que vendan, pero seá el azar el que los acompaña.
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Profesionales de la Venta
- 1. Profesionales de la Venta
- 2. Somos profesionales de la Venta? • Respeto • Creer
- 3. Somos profesionales? • Trabajamos CON los compradores • No le vendemos a la gente
- 4. Que es valorado por los compradores? • Hay atributos que son innatos, otros hay que practicarlos
- 5. Honestidad • Aclarar expectativas sobre fallas en el producto o servicio • Los clientes siempre encuentran la verdad
- 6. Experto • Conocer el producto • Como agrega valor al cliente • Conocer las industrias • mejor que la competencia
- 7. Organizado • Tener un real motivo para reunirse • Prepararse
- 8. Puntualidad • Aunque ellos no sean puntuales • Sin excusas • Avisar del retraso
- 9. Orientado a soluciones • Outside the box • Soluciones creativas para resolver problemas
- 10. Inductor • Devuelva las llamadas e emails máximo antes de 24h • Antes de 4 h
- 11. Follow-through • Sobrepasar expectativas en tiempo y contenidos • Si hay retrasos, avisar • Los clientes no olvidan las promesas, nunca
- 12. Empatía • Genuinamente • Necesidades y metas • Metas personales pueden ser aún más importantes que las laborales
- 13. Lo que no quieren • Poco Profesional • Poco Preparado • Agresivo
- 14. Lo que no quieren • Desinformado • Lorito • El que interrumpe
- 15. Lo que no quieren • Irresponsable • Sin poder • Deflector
- 16. Resumen Profesional • Honesto • Experto • Organizado • Puntual • Soluciones • Inductor • Follow-Trough • Empático Poco Profesional • Poco Preparado • Agresivo • Desinformado • Lorito • El que interrumpe • Irresponsable • Sin poder • Deflector
Notas del editor
- Creo que un vendedor profesional se comporta de tal forma que un comprador lo respeta y le cree
- Creo que un vendedor profesional se comporta de tal forma que un comprador lo respeta y le cree
- Honest. Buyers want sellers to be honest with them. Give your prospects credit for being intelligent people who know that no product or service is without faults. Be forthcoming with those faults and at all other times. More often than not, buyers will find out the truth — if they already haven’t figured it out.
- Knowledgeable. Make it a goal to know your products and services — and how they ad- dress customer needs — far better than your potential buyers. You should know the indus- try which you serve better than any of your competitors. Most companies do not train their salespeople enough to meet these objectives, so you must constantly take the initiative to learn these things on your own.
- Organized. For meetings with buyers, make sure you have a valid business reason and are properly prepared. Whenever possible, provide a proposed agenda in writing to your buying counterparts. Do it several days before the meeting to allow them time for input/feedback.
- Punctual. Buyers expect sellers to be on time, even if they — the buyers — are not. “My last appointment ran long” or “traffic was really bad” may be valid excuses on occasion, but there is no excuse for not letting the buyer know if you’ll be more than a few minutes late.
- Solution-oriented. “Think outside the box,” may be an overused phrase, but buyers want sellers who can provide creative ways to solve their problems. Talk to your current customers to identify creative solutions they used in conjunction with your products or services that you can share with prospects.
- Prompt. Return calls and emails the same day whenever possible and always within 24 hours. According to one expert, the current expected response time to an email is now four hours.
- Follow-through. Strive to always meet or exceed timeframes in which you’ve promised to provide information or other items to buyers. Exceed their expectations by providing the information more quickly than the promised timeframe. If you will not be able to meet the promised timeframe, let your buyers know as soon as possible. Don’t make the mistake of thinking buyers will forget about your promises — they won’t.
- Empathetic. Buyers want salespeople who genuinely care about their personal and profes- sional needs and goals. The ability to identify buyers’ personal wins is just as important, if not more important, than identifying business wins.
- Aggressive. While aggressiveness may be touted by many sales experts and managers as a necessary trait for sales, buyers don’t like overly aggressive sellers. In many situations, overly aggressive behavior can be construed as desperate, and buyers don’t like to pur- chase from sellers who are desperate for business. Buyers may also believe that aggressive sellers are not interested in their needs and care only about generating a commission.
- Uninformed. In many industries, the bar has been raised significantly on how much buy- ers know about your products and services. Before a sales call, meeting, or presentation, anticipate the questions you’ll be asked — and have the answers and/or information at hand. If you cannot confidently answer a question, say you don’t know and give a specific process and timeframe for providing the answer. A talker. This is another sales expert and manager favorite. “You’ve got to hire people who can tell a good story or joke and develop rapport with customers.” That bus left long ago. Selling is much more about asking good questions and listening. Many sellers have the 80/20 rule backward — they are talking 80% of the time and listen- ing only 20%. An interrupter. There still may be a few industries where it is appropriate to show up without an appointment, but most professional sellers generate new business by setting ap- pointments. It’s funny to read stories where a sales representative “won the business” be- cause he just decided to “show up” and ask to see the CEO. While a few of these stories may be true, there are many more untold stories where the CEO (or more likely an assistant) asked the sales rep to leave and never come back.
- Undependable. Buyers don’t like to work with sellers who do not follow through and do what they have committed to doing. If you’re guilty of being undependable, figure out if you’re over-promising or under-deliv- ering — or both. Powerless. Buyers don’t like to work with sellers who do not have the power or influence to make decisions on their own. If you consistently go to your superiors or to other depart- ments for approval, buyers will quickly lose respect for you as a seller. Professional sellers view themselves as the CEO for their relationships with buyers. They have the power to get things done for the benefit of their buyers. A deflector. This is a seller who deflects the blame for problems that arise to external forces. Buyers don’t like sellers who won’t accept responsibility for customer satisfaction. Professional sellers are willing to be accountable to their buyers. To be a professional salesperson, conduct yourself as a professional. Your buyers will like it when you do - and you'll be more successful.