Author Archives: admin

  • 3

Objections: Doubts or Excuses?

CategorySales

shield-417828_640    

Facing objections from a client is part of the sales process that salespeople face daily. Experience and training help you to respond to a number of objections, which obviously are always limited when they are doubts and not excuses.

I believe it is important to differentiate between the two types of objections: doubts and excuses.

Doubts are reasonable objections that the customer may have for various reasons such as the price, insecurity in the provider, lack of excitement with the business, lack of some characteristic of the product that they consider necessary… All of these objections and many others that may arise in the process of sales are limited and can receive a different response.

The difference between doubts and excuses is that in the latter the client has no interest in the product or service. In these circumstances there are two possibilities; try to generate an interest in the potential customer, but not fail in the attempt, or directly put an end to the presentation in professional manner and not lose the time.

Time is of utmost value in our society where everything goes fast so do not lose it.

Susana Sánchez

Consultora formación


  • 4
vendedora

Treat Your Client the Way You Would Like to Be Treated

CategorySales

iceberg de Robynm 

I am lucky to work in a productive environment. So many clients, colleagues, collaborators, we are all constantly exposed to information and creating a suitable environment for personal and professional development.

Yesterday was an intense day or work, but very rewarding in that when the staff talked about the definition of an optimal customer service, someone said the phrase “Treat your customers the way you would treat of yourself”.

Upon getting up this morning, this phrase was going around and around in my head because it defines exactly what I believe is good customer service.

Currently, the customer has access to a wealth of information and therefore the business should become an honest adviser that helps process and select information more suited to their needs. The company must not act as a con artist who sells ice cubes in the North Pole, but as a technician whose knowledge and skills facilitate the establishment of trustful relationships with its customers.

Finally it is a question of carrying out a more approachable strategy of sales that the passion for what we do and the dedication to help the customer meet their needs are the objectives that guide us.

Never forget: “Treat the customer the way you would like to be treated”.

I am lucky to work in a productive environment. So many clients, colleagues, collaborators, we are all constantly exposed to information and creating a suitable environment for personal and professional development.

Yesterday was an intense day or work, but very rewarding in that when the staff talked about the definition of an optimal customer service, someone said the phrase “Treat your customers the way you would treat of yourself”.

Upon getting up this morning, this phrase was going around and around in my head because it defines exactly what I believe is good customer service.

Currently, the customer has access to a wealth of information and therefore the business should become an honest adviser that helps process and select information more suited to their needs. The company must not act as a con artist who sells ice cubes in the North Pole, but as a technician whose knowledge and skills facilitate the establishment of trustful relationships with its customers.

Finally it is a question of carrying out a more approachable strategy of sales that the passion for what we do and the dedication to help the customer meet their needs are the objectives that guide us.

Never forget: “Treat the customer the way you would like to be treated”.

Susana Sánchez

Imagen de Robynm, Pixbay


  • 1
vendedor

Persuading the Client, But Not Upsetting Them

CategorySales

Seducir al cliente

One day a week I walk from the North Station to the Government square. Those who know Valencia will know that it is a short journey, but with plenty of people and every 10 meters, a worker for some ONG tries to stop you. I admire and deeply respect the hard work that these young people do because you must fight with a thousand “No’s!” daily…

I know they are prepared to deal with the negative responses, which are abundant and that many of them develop great techniques to execute their jobs, but in general they are young people who have other aspirations and are not expecting to make selling their profession, but only a temporary solution.

Yesterday, between all these young people, I stumbled across one that was a real salesman and utilized all his skills to persuade me. It caught my attention and aroused my curiosity so much that for a moment I doubted if he wanted to sell me his product or flirt with me… My response: “Thank you, I do not care” and continue my journey.

Susana Sánchez

Consultora de Formación


  • 1

Consultative Selling

 

HELP THE CLIENT WITH SOLUTIONS
The value of our proposal is in its ability to adapt to the needs of the customer. Help them to decide!

EVALUATE
Being able to ask with the ability to understand the needs of our client and to listen to them actively.

CONCENTRATE ON THE CLIENT
Traditional selling focuses on the benefits of service or price. In the consultation you must focus the business’s knowledge of the customer and its services to the behavior of the customer.

CREATE CONFIDENCE
You should make your customers confident in your technical knowledge.

Main points of consultative sales: build trust, focus on the customer, assess customer needs and determine solutions. The value of your proposal is directly proportional to your ability to customize it to each client.

Consultative sale = helping your client to positively develop their business.

Escrito por: Susana Sánchez


  • 6

The Online Sales Course Will Be Available in English and Italian.

CategorySales

Due to all of the success that the ARCO Center course of sales techniques is having in the Spanish speaking market, the ARCO Center has recently approved an investment in translating the course to make it available in English and Italian.

 

With this the ARCO course of selling techniques will be offered to a much more extensive market and many students from different countries can enjoy the benefits from the sales course, which currently is only available in Spanish.

 

The integration of the course with the new languages will be ready by January 1, 2016. From that date on students may choose to complete the course in Spanish, English, or in Italian.

 

“From the 1st of January, 2016 the sales course will be available in English and Italian”

 

It is also an opportunity for those who, besides learning sales techniques, want their English or Italian skills in part of the languages more closely linked with the world of sales.

 

To register in any of the new languages, just enter www.centroarco.com and select the language you wish to study in.


  • 0

The Little Things

CategoryMark-up

It sells that you do not want to wait. It sells that you start out smiling. It sells that your hand is dry, your desk organized and that you let me begin to talk. That you invite me to sit. It sells that you offer me a coffee, although I don’t drink coffee. Your clean clothes sell. That you listen to me without looking at your phone when it starts to ring. It sells that you look at me in the eyes as an equal person. That your office smells good. That you have living plants. That there are not any loud noises and you can hear me well. It sells that you offer me your business card. That you take note of what I say to you. That your handwriting is legible. That you talk to me with the calmness I talk with to you. That you close the door. That you say my name and tell me yours. That you give me a confident answer. That your arguments are convincing. That you negotiate a good time and accompany me to your door. What sells the most is that before I go you wish me a good day. Sincerely.


  • 2

6 Tips For a Business Trip

CategorySales

seaside-915046_640

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.


  • 0

Why Is the Training of ROI Talked About so Much Today?

Today the best training centers have success because their courses have a good ROI. They have begun to introduce this term knowing that increasingly more people and businesses make decisions of where to invest their money according to the return that they will get from this expenditure. That is, they decide to invest depending on the benefits that they will have after the dedication of time and money to that particular training project.

When we talk about ROI training (return of investment) we refer to the extent in which you gain things as a result of the knowledge you have gained through training. ROI is usually obtained in two ways. The first is a path of personal growth and development. Training makes you happier, better prepared and more motivated. This occurs because you learn how to get better results and more effectively manage certain situations. The second track is an economic way. The ROI on this track means to obtain more benefits thanks to putting the knowledge they have acquired from the course into practice. In this second pathway, return on investment means to carry out the knowledge you have to earn much more money, more than which the training has cost you. If that occurs, your training will have had a good return. In order for this to occur the course must have a number of specific features:

1. The application must be easily observable. The behavior of a trained worker must be clearly different from the behavior of a worker who has not been trained.
2. It has to address gaps or areas for improvement within the position. This is the acquired knowledge that has to meet the real needs of the worker.
3. The results have to be measurable. This is the most important. There should be the possibility of quantifying the results of training, either though accounts of results, economic balances, satisfaction surveys from customers, or other gauges.

A good sales technique course must offer a clear and easy ROI to receive after training. Therefore the course must cover specific techniques that you can implement with your customers. It must be so applicable that the texts or videos you have seen during the course come to mind when you are talking with a customer. When applying your skills you to have to get the client to buy from you and leave very satisfied with the way you have treated them.

When you analyze sales technique courses as about how it will ensure you a good ROI. In a period not exceeding six months a course that costs 200 euros must earn you at least 200 euros more that what you would have earned if you had not enrolled in the training. Good sales technique course offer returns of more that 500% more than the cost of the course.


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