Post by account_disabled on Dec 20, 2023 19:08:46 GMT 10
As different as the big distribution, opticians, pharmacists, high-end restaurants or the liberal professions. Like any student who went to business school (at least in the 90s), in 4 years, I did not have a course or even an optional workshop on sales or negotiation techniques. So I am an autodidact in sales, since no one ever taught me how to do it. I obviously had internal training at my first employer, but it was more focused on handling objections than on sales discussions or negotiation. However, looking back, I see that despite this great diversity of products, customers and contexts, there is one constant: I never sold the product I had to sell. This did not prevent me from having good or even very good results. The advantage, for salespeople, is that it is quite simple to see: the figures are there where they are not.
Qualitative criteria are always taken into account, but the figures are the main Email Data criterion, even if to evolve (not everyone wants it), you need both. Indeed, I have never sold Canderel, nor lasagna or pizza, nor an index of whiteness, hand or thickness of paper, nor even today a site or LinkedIn profile. On the other hand, I sold: The promotion of the department or point of sale. From stock rotation. Less machine jams. More peace of mind for my interlocutor. Interviews with recruiters. A daily list of qualified prospects. I have always attached more importance to the benefits provided by my employers' products than to the technical specificities of the products or services. Don't sell your product Today.
I still see many salespeople, entrepreneurs, start-ups who focus almost exclusively on their products, their offers, their services, without asking themselves what interests their customers. We still very often focus on the solution, whereas in my opinion, it is not the solution that sells but the response to a problem, a customer benefit. I think that to sell, it is in your interest to understand the “pain in the ass” of your client, what is important to them; to then present a response to these needs via a solution. I am not convinced that it is necessary to list all the technical characteristics of the product. I think we need to focus on responding to customer issues and handling objections. When my salespeople sold reams of A4 paper in a company, generally the contact was a buyer or the general services manager.
Qualitative criteria are always taken into account, but the figures are the main Email Data criterion, even if to evolve (not everyone wants it), you need both. Indeed, I have never sold Canderel, nor lasagna or pizza, nor an index of whiteness, hand or thickness of paper, nor even today a site or LinkedIn profile. On the other hand, I sold: The promotion of the department or point of sale. From stock rotation. Less machine jams. More peace of mind for my interlocutor. Interviews with recruiters. A daily list of qualified prospects. I have always attached more importance to the benefits provided by my employers' products than to the technical specificities of the products or services. Don't sell your product Today.
I still see many salespeople, entrepreneurs, start-ups who focus almost exclusively on their products, their offers, their services, without asking themselves what interests their customers. We still very often focus on the solution, whereas in my opinion, it is not the solution that sells but the response to a problem, a customer benefit. I think that to sell, it is in your interest to understand the “pain in the ass” of your client, what is important to them; to then present a response to these needs via a solution. I am not convinced that it is necessary to list all the technical characteristics of the product. I think we need to focus on responding to customer issues and handling objections. When my salespeople sold reams of A4 paper in a company, generally the contact was a buyer or the general services manager.