I have spent many years working as a salesperson and there are many anecdotes and stories that I can tell, some of them could be perplexing to you and others you have surely experienced in first-person.
We will leave the stories for another time, which we will have time for. However, I believe you are here to learn and to implement your business skills I will begin with 6 tips to follow on a business trip.
1. Keep a positive attitude throughout the sales process, the optimism sells and offers trust and confidence both to the customer and yourself. Smiles open doors!!!
In addition, remember that with every “no” you get closer to your next “yes”
2. Get to know your potential client. It is now very easy to research on the Internet about our client: his corporate culture, organizational structure, services and products. Analyze the data and use the information they provide to ask question that may awaken your customer’s interest in an offer adapted to their expectations.
Do not waste anyone’s time; it is the only thing that you can never get back.
3. Practice a close and personal sale. Even if your client is a large corporation we are dealing with people; remember their name and use it. Get them to be interested in you my using their name or some other detail that they have commented on at some point before. Find your affinity with that person and with that with which makes you feel comfortable and important.
We all like to feel important and appreciated.
4. Offer concise, accurate and useful information to your client.
Remember that people buy solutions not services.
5. During the visit give feedback to the other person, if the communication is not fluid you can use certain resources such as: What do you think? Does it fit in your project? Is it in line with your expectations? Listen carefully to their response and you will be able to extract more information.
A good salesperson must know how to listen.
6. If the opportunity to finish a sale is closing, but it is possible when you say goodbye that you have a limited time to recapture contact. Find out some information that generate customer interest, closing a visit or stay in touch with you in a few days to see if it has emerged some doubt about the meting, can be good resources.
It is important to leave a trace and that you are present.