Categories: Sales

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Coronavirus y ventas

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Curso de formador de formadores

10 consejos para realizar una venta exitosa

CategorySales

Vender es un arte y la verdad, no se requieren las habilidades para ser exitoso en el casino o la bolsa, pero sí se necesita de mucha experiencia y disciplina.
Entre los mejores consejos que podemos dar para que realices ventas exitosas aquí están estos 10.

1. Se consistente
Nada creará más éxito que dar un paso adelante cada día. Programa tiempo
regularmente para prospectar. No prospectes solo cuando tengas tiempo o el negocio sea malo. No olvides que para hacer ventas exitosas requieres brindarle atención diaria.

2. Seguimiento rápido
Se pierden más ventas debido a que los vendedores no pueden realizar un seguimiento
que probablemente cualquier otra cosa. El seguimiento rápido es esencial en cada fase
del proceso de venta, desde la prospección hasta el cierre de la venta.

3. Descubre los resultados que el cliente requiere
No se trata de las características de tu producto. Se trata de lo que el cliente necesita para tener éxito. Cuanto antes pueda lograr que el cliente comparta contigo los resultados que desea, podrás entonces enfocarte en cómo poder ayudarlo correctamente.

4. Usa el correo de voz con prudencia
Esto significa que debes dejar mensajes que no duren más de 14 segundos. Se breve, ten confianza y, sobre todo, transmite el mensaje que ellos quieren oír y no el mensaje que tú quieres oír.

5. Cree en ti mismo
Si no crees en ti mismo, ¿cómo esperas que alguien más crea en ti? La regla aún se aplica: las personas compran primero al vendedor y luego al producto / servicio.

6. Indica tu precio con confianza
Al dar tu precio, asegúrate de tener un lenguaje corporal sólido, una voz fuerte y un buen contacto visual, y luego debes permanecer en silencio.

7. Busca como administrar tu tiempo
El activo más valioso que tienes como vendedor no es lo que vendes; es tu tiempo Se desperdicia demasiado tiempo preparándose para vender, pensando en vender, buscando vender, etc. Tienes un objetivo: pasar la mayor cantidad de tiempo posible en contacto directo con tus clientes.

8. No pases tiempo con personas que no son compradores motivados
Cuanto antes califiques a la persona con la que estás hablando, mejor estarás tú y la otra persona. Si ves que tu comprador potencial no está motivado, no insistas porque estarás perdiendo tu mayor capital que es tu tiempo.

9. Acepta toda la responsabilidad y nunca pongas excusas
La manera más rápida de avanzar no es poniendo excusas, sino identificando los errores y asumiendo responsabilidad. Las excusas solo estancarán tu proceso de ventas y harán que el mismo sea un fracaso.

10. Motívate a ti mismo y serás exitoso
No esperes a que otros te motiven. No pueden Solo tu puedes motivarte, y una de las maneras más fáciles es establecer metas que sabes que puedes lograr y permitir que tu éxito te impulse hacia más éxito.
También debes siempre recordar que existen métodos psicológicos para vender muy efectivos. Al vender, no dejes de tomar en cuenta que:

Las personas toman decisiones emocionalmente.

Las personas deciden basándose en un sentimiento, una necesidad o una emoción, no a través de un proceso de pensamiento lógico. Es por eso que los beneficios intangibles son las claves para la persuasión.

La gente busca valor.

El valor no es un número fijo. El valor es relativo a lo que estás vendiendo, a lo que cobran los demás, a lo que el cliente potencial está acostumbrado a pagar, cuánto lo desea el cliente potencial y cómo el cliente potencial percibe la diferencia entre su oferta y otras.
Debes demostrar un valor que sea igual o mayor que al precio de venta. Cuanto mayor sea el valor en relación con el precio, es más probable que las personas compren.

A la gente le encanta comprar.
A la gente le encanta que le vendan. Les encanta descubrir nuevos productos y experiencias maravillosas.
Lo que la gente no ama es ser engañado o estafado. Por lo tanto, puede ser útil cambiar tu analogía del proceso de comercialización. En lugar de a las
personas, intenta “ayudarlas”. Vende buenos productos, haz ofertas atractivas y trata a las personas de manera justa. Esa es una fórmula segura para el éxito.

La mayoría de la gente sigue a la multitud
La mayoría de nosotros somos imitadores. Buscamos orientación en los demás, especialmente cuando no estamos seguros de algo. Preguntamos: “¿Qué piensan los demás sobre esto? ¿Qué sienten los demás? ¿Qué hacen los demás? ”Entonces actuamos en consecuencia.
Es por eso que los testimonios y las historias de casos son tan influyentes. Busca siempre los testimonios de tus compradores para que así tus compradores potenciales crean en tus productos gracias al veredicto positivo de quienes ya han adquirido tus productos.


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curso de formación de formadores

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ideas para vender más

(Español) Ideas para vender más

CategorySales

Sorry, this entry is only available in European Spanish.


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venta consultiva

(Español) Los 3 secretos de la venta consultiva

CategorySales

Sorry, this entry is only available in European Spanish.


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Objections: Doubts or Excuses?

CategorySales

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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


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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


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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


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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.


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6 Tips For a Business Trip

CategorySales

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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.


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