Effective sales tactics are secrets that successful salespeople hide from you. Little secrets of successful sales

Psychology as a business. How to promote yourself to a psychologist Chernikov Yuri Nikolaevich

6 secrets successful sales

6 secrets to successful sales

The first secret is your self-confidence and firm intention to sell a useful and high-quality product.

The point is that the question of whether they will buy from you or not is not even worth it! This means that you initially enter Psychological Practice 2.0 with an exceptional attitude of global change for the better, you know in advance that you will have many clients, stable income and promotion, and everything else is simply used as a tool to achieve this goal. It is difficult to convey in words the essence of this feeling. It is important to understand here that when you create a high-quality product, you no longer need to think about the customer flow, you seem to be indifferent to whether your goods and services will be bought or not.

The fact is that people are constantly looking for solutions to their problems and are often ready to buy these solutions for a lot of money. When does the sale happen? It happens when a person feels that the purchase of your product promises him safety at least at a certain level. When a client has confidence in you, he buys himself, he doesn't even have to sell anything.

There are many excuses such as: "It's expensive for me", "Not now", "This is not for me, it will not help me." Your task is to instill confidence, to show that your product is what the client needs.

Remember that you, as a salesperson, should not pay attention to these objections, but agree with this position, if only because it is useless to fight it, on the contrary, you need to say "Yes" all the time. Yes, this training is really expensive, yes, my individual consultation is really expensive, but look what you get as a result of our work and how valuable it is. Yes, well, not now, but another opportunity, unfortunately, may not present itself. This is how any objections are handled.

And the main sales secret is not in some cool verbal techniques or even in the ODS, the main sales secret is in the confidence that comes from you as a specialist. In your intentions. And intention is the willingness to spend time and effort to achieve a result.

The client has a problem, and you have a solution, that's yin and yang. You combine them and get the result in the form of customer success. Therefore, it is your intention that sells - not techniques, not something else, but intention. This is of course best practiced when you sell, sell, and sell again.

The second secret is your confidence and attitude.

What helps in sales, what strengthens them? It is your attitude and exceptional confidence in the value of products and services. You shouldn't be overly enthusiastic about sales like, “Hurray! Happened!" You give a quality product and tell people about it, who needs it - they will come and buy. The attitude to success is rather indifferent, like if they don't buy anything, you won't even notice. This client has not bought, will buy the next one.

The fact is that most domestic psychologists are not used to taking good money for their services, therefore, too much importance is attached to such an event as the successful sale of training or consultations and the group is recruited poorly, including due to the fact that there is too much fuss around, ceremonies with the client.

At first glance, this may seem inconsequential, but trust my experience: the client is well aware of your mood and your insecurity. The more natural and relaxed you are, the better your sales are.

The third secret is persistence

Make it a rule for yourself to sell something every day. If you do this, you will have this experience very soon. Some little thing, but be sure to sell it. You need to do something every day to hone your sales skills and your skills as a mentor. For example, you can try to write a selling text, sales proposal, or article about your unique technique or technology yourself.

The fourth secret - attitude to money

Why do you need money? Think and give yourself an answer to this question. Honestly, why do you need money? Formulate several reasons and evaluate the result.

The fact is that if the purpose of your earnings is such things as assessing the level of your own professionalism, freedom of movement, financial independence, travel, "for children" and so on, I'm afraid you will never come close to serious earnings. Stable money and great results can only come about when you set yourself an ambitious, understandable, sensually obvious, specific goal.

I will tell about myself. I have developed the training "System of psychological practice 2.0". This is an expensive product, I have been planning and designing it for a long time. In the end, I managed to create something very close to what was originally conceived, and to satisfy 99% of my own professional ambitions. After that, I planned to fly to Europe for six months, not thinking about where to get money. This is what a sensory obvious target is. This training is a great realization of our plans. The dream came true, the hope came true, the goal was achieved. That I made good money from this is just a side effect of my professionalism and effort. Earning in this case was not an end in itself, but only a means of implementing the plan, an additional incentive, nothing more.

Remember, the more abstract your goal is, the harder it is to get closer to it, and the more concrete and simple it is, the easier it is to achieve sales and earnings.

If your goal is to conduct two or three trainings in order to earn some money and buy something there, nothing will come of it. And if you know for sure that in order to buy, for example, a car, you need to work hard for a month or a year, and you have only this goal - then it will work out. This is not an obvious phenomenon, but money really begins to come only for specific purposes.

The fifth secret - professional development

Another unobvious secret: you yourself must be the buyer of your service, that is, you must be ready to buy such a product. It is advisable that you consume services similar to those that you offer your customers. When you are a customer, you know how and what the person thinks before making a purchase. If you are doing individual work, you yourself must have a personal therapist, if you sell trainings - you must regularly become a participant in trainings of other specialists. There is a pattern here: the better you understand the psychology of your customer, the better the sales are. The more you attend trainings, the better your own sales are, the more intensively you work with a psychotherapist, the higher the demand for your individual counseling. It really works, and experienced psychologists would agree with me.

The sixth secret is your sincerity.

The most sincere desire to help is especially important when selling psychological services. You must see the client's problem and be confident that you can help. You must put your heart and soul into this business. The more sincere you are with the client, the more willingly he buys your services. If a person feels that he is only a source of money for you, this, of course, will not attract him to you. Another thing is when you are determined to share something really valuable, something that is important for yourself. And this is not a question of self-hypnosis - it is a question of a system of values.

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From the book Execution: A System for Achieving Goals by Bossidy Larry

If you wish to become successful entrepreneur, sooner or later ask the question: "How to sell correctly?" Let's reveal a secret: there is no universal way to sell a product or service. After all, each of them has its own customers, to whom it is necessary to find an individual approach. Despite this, there are certain general terms and Conditions for the correct, fast and fruitful sale of goods to customers and, as a result, an increase in business turnover.

What influences the purchase

The motivation for buying has its own factors:

quality;
saving;
seasonality;
certain dates.

A good salesperson knows how to properly sell a product in a store. He will find out the above factors, and then he will offer a product that meets the needs of the buyer, taking them into account. And, as a rule, several factors always influence a particular purchase.

Sometimes motivation is based on emotion. Having decided how to sell to him, the seller will take into account the data about the person for whom the product is intended.

Also, the motivation for buying is influenced by external and internal factors. External are:

store reputation;
recommendation of friends.

Internal factors lie in the characteristics of the product. For example, a buyer makes a decision to purchase a thing only on the basis of appearance last.

The art of selling

How to sell a product in a store, on the Internet and over the phone? The rule is universal: make the deal win-win. Compliance with simple rules will help to increase sales several times:

Advertising is the engine of commerce. Development of competent marketing policy, high-quality and thoughtful advertising, holding events aimed at increasing sales, will make it so that a lot of people know about the product. Most effective method- advertising on the Internet or on television. This service is not cheap, but it gives a good result.
Sales objection training will allow your salespeople not only to learn how to sell correctly in theory, but also to be able to do it in practice. Pleasure and positivity are one of the ingredients of a successful salesperson. A professional manager sells with pleasure, he does not do it in order to get a one-time benefit. After all, friendly communication with the buyer will push him to visit the store again.
Sales technologies allow you to increase the number of purchases and get more regular customers. One of the rules of technology is to assign a specialist to a specific buyer.
Create a system of rewards and awards. Selling "pure enthusiasm" has never generated much revenue for anyone.

Communication is a feature of a good salesperson

Initial contact with a client is often over the phone. You should not take the client's time when telephone conversation, it's always best to make an appointment as soon as possible. Already in the course of personal contact, it is possible to determine how to properly sell a product in a store to a seller and demonstrate its dignity to a buyer in all its glory.

Selling goods for an interview also has its own characteristics. Here you need to be a good psychologist, feel the direction of the conversation and not push the buyer. It is better to share your own impression of the product, you can even casually mention some minor flaws.

The principle “everyone loves to shop, but not many people like to be sold to them” is aimed at delicate and tactful communication with the buyer. Even if the selling process develops into a complaint from the buyer, you should not give in to emotions.

Merchandising profession

This term is firmly rooted in our everyday life. Large trading companies have entire departments, whose employees are engaged in merchandising and know the answer to the question: "How to sell correctly?" This profession has been mastered in the West for more than one year. What is merchandising? These are actions that are aimed at increasing sales or turnover.

The main tools for these actions:

the presence of price tags;
spectacular layout;
compliance with company standards.

There is nothing new. The rules of merchandising worked in Soviet times, but did not have such a colorful name. The price tag as a kind of product document is the most important component of all this. It carries information about cost and manufacturer. Gross violation trading rules - discrepancy between the price of the product and the amount in the fiscal receipt. It is the merchandiser who is responsible for this in large retail chains, in smaller stores - the seller, in the online store - the administrator.

The secret to successful sales

The leading role of the seller is the key to a successful sale. The manager needs to be confident in the quality of the product, in himself and in a positive response. Without knowledge, emotions alone will not go far.
The presence of scripts and speech tricks in the sales technique allows the seller to easily keep the conversation in the right direction, having understood how to sell correctly.
The secret to selling with heavy buyers is that the salesperson must be able to listen. Then he will be able to identify the needs of the client and make the perfect offer for him. A trick that works: When a prospect talks, they don't have time to come up with an objection or excuse.
To make a profitable offer that the client will not refuse, you need to work not with the product, but with the benefit that this product brings and that the buyer can receive. This can visually solve the client's problem, and this is exactly what he expects from his purchase.
Perhaps the biggest secret to a successful sale is to make the customer feel important. Everyone strives to be understood.
Telephone sales - efficient and quick way sell by identifying and reaching more potential buyers.

Millions are spinning on the market, but only those who know how to sell the goods correctly will be able to get at least one thousand out of there.

Effective sales strategy

Making contact and identifying needs are essential steps towards successful sales.
To understand that the client will not be convinced by what the seller says, but by what he will understand from this conversation.
Do not try to influence the buyer, as this will inevitably cause a negative reaction. Whether the protective reaction is justified or not, it must be accepted by the seller and taken into account in further communication. This is the so-called "response to objections", a streamlined form of client resistance.
The final stage is the achievement of the result. It is important to remember: until the client has paid for the goods, the order does not matter. The buyer can always refuse or not pick up the purchased item. That is why to increase the turnover the final stage sales should be handled by professionally trained personnel who know how to properly sell the product.

Well-known French experts in the field of merchandising A. Lancaster and J. Chandeson in their book "The Strategy of Effective Sales" believe that a sale is a kind of deal, where the interests of the parties do not always coincide.

If you have long dreamed of own business, the easiest way to fulfill your desire is to organize your point of sale or your own shop.

However, there are significant difficulties in implementing your plan. This is the presence of competitors with the same product as yours, at almost every step.

Successful sales managers they say that the best way to get hold of your regular customers is to entice buyers from competitors. But the seller needs to make a lot of effort so that the buyer does not want to look for other great deals, but remains your client all the time. To do this, you need to constantly work on yourself, improve and improve your professionalism.

Believe me, it really works for you, because the number of new customers that your already brings depends only on your quality service. regular customers... Word of mouth will play a good role here, where a satisfied customer wants to tell his close people about your work, who, as a rule, will want to come to you themselves.

Each has its own secrets of successful sales, however, there are universal developments that allow you to work effectively.

7 secrets of a successful sales manager.

1. Respect

Every seller must respect their customers. Different, regardless of age, gender, hair and skin color, social status and nationality, the amount of money and clothing. For a seller, all customers must be welcome and must be respected in exactly the same way. It is also worth taking care of your own modesty and unobtrusiveness, which favorably distinguish business person from others. Know that personal charm is more beneficial than the stone face of efficiency.

2. Training

Remember the classics who say it's never too late to learn. And even less ashamed. This is necessary in order to keep pace with the times, with new technologies, with all the changes that occur every second in the world. Even if you have an excellent education, you still need to feed your own knowledge with new information. Don't discount reading books. This will keep your brain in constant shape. And customers will also note that you are an intelligent and educated salesperson with whom they want to talk more than once.

3. Uniqueness of work

See how others work and bring a unique approach to your work. This will allow you not only to stand out from the crowd of sellers, but also to increase your sales. Come to work a little earlier, leave a little later than the time indicated in the schedule. Save your own and other people's time, the most important resource. Perform your duties only efficiently. Aim to double your personal sales.

4. Listen

Be attentive in conversation with the buyer, because this is your serious partner for a long time:

Take any conversation seriously;
focus as much as possible on what the client is saying, notice the smallest nuances;
try to immediately answer the question posed, but never interrupt the interlocutor;
clarify all incomprehensible details with the client for a better understanding of the problem;
try to unobtrusively demonstrate mastery of information on a particular issue.

5. Fears

In order to become a successful sales manager you need to eliminate your own lack of confidence in success. For this you need to have professional knowledge and skills, as well as appropriate self-esteem.

6. Sales

Don't think about sales. Think of yourself as a great product expert. After all, each buyer needs just such a specialist who can offer the client what he needs. To do this, listen to the wishes of the buyer and catch the main motives of the desired purchase.

7. Family

Setting goals correctly is a leap towards success. So make it clear to yourself for what and who you want to be successful in sales. Family is the main motivation.

Know that improving and honing your professional skills is within your power. Work on this, and the buyer, with his next visit to you, will be grateful for your skill with his purchases.

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Do you want sales to always be high (really high)?

I don’t know of a single entrepreneur who would not like to know some ingenious (and preferably simple) sales secret. They read books, articles, advice in batches, go to trainings, master classes, conferences ...

This is the right tactic and really helps build your sales skills. But there are secrets that all this time lie under their noses. You probably know them too ... but don't use them. Want to fix it today?

Then let's not linger any longer and get down to business ...

1. Make warm calls

Your first contact with a prospect doesn't have to be cold. I suspect many entrepreneurs will disagree with me now. They will say: " Cold calling still works great. I do it myself". I will not dispute this position. But I am convinced: before you sell something, you need to "warm up" the relationship with a potential client(lead). Agree, buying from a friend (albeit in absentia) is easier than from a completely outside seller who calls you while you are at work, in a store or in the shower.

And no matter what they say about the fact that “ you just need to know how to use cold calls ", my advice is to get to know the prospect before you call or send an email with a purchase offer for the first time.

How to do it? I think if this is not your first time reading our blog, you already know how. But just in case I I will voice several options:

Connect with your audience on social media : Post valuable content, share your knowledge, give us a reason to have fun and chat. Respond to questions and comments, interact with people.
Use email marketing to build a more "personal relationship" with each prospect.
Host a webinar on a topic that is relevant to your audience. Such a “live” communication session perfectly breaks down barriers and helps to establish warm relations with the participants.

Naturally, this list is not complete... You can think of (or spy) a ton of other ways to meet.

Here, for example, is one of Oles' letters. This series of posts leads a person to buy copywriting training. Before making an offer, we provide a ton of useful content with practical experience just like that, absolutely free. Does it work now? And how!

IMPORTANT: on June 18th, 2018 we are holding the most powerful FREE online master class on how to properly set up an automated sales funnel for YOUR business. Create a system that will bring you twice as many conversions automatically!

Everyone who signs up will receive a PDF book "Automated Sales Funnel" from Oles Timofeev as a gift!

2. Become a leader in your niche

Let's imagine you choose new phone... What do you prefer: a model from a renowned manufacturer or a mobile of unknown origin? I think the answer is obvious. Even if an unfamiliar company offers a similar model cheaper / more functional / more beautiful, you are unlikely to take risks.

The same principle works in all industries. So, to do well in sales, you need a name. By establishing yourself as an expert and leader in a niche, you will gain the prospect's trust even before you first interact with them. Agree, this gives a huge advantage and seriously increases your chances of success in sales.

How do you become a leader? Perhaps, I will not describe in detail the answer to this question now. We already .

Therefore, we will focus on only a couple of points:

Demonstrate your usefulness to the client in every possible way (create valuable content, help the audience solve problems or achieve goals).
Build .
Collect social proof (reviews, cases, media publications).

By the way, on our site there is for social proof:

3. Be a solid support

If you want your sales to be successful, you have to do more than just sell. Become the person your customers go to with questions even after the sale is closed. Change your status in their eyes from an ordinary seller of a product, product or service to a provider of solutions to their problems. After all, in the end, we make every purchase in order to solve some problem or satisfy a desire. Help your clients reach their goals.

And even after the sale, support them:

Submit helpful materials to help you get more value out of your purchase;
call to ask if the client is happy with everything, if he has any difficulties;
if difficulties arise, do everything possible to eliminate them ...

There are a lot of options to take care of. The main thing is to use them. If you become a reliable source of help for your clients, they will thank you many times in return.

This is the post I found after our series of free expert webinars. Agree, such words are worth taking care of those who trust us.

4. Use sales scripts ... wisely

Scripts are the most controversial thing in the sales world. Someone strongly advises using them and promises a drop in sales below zero if scripts are not implemented today. Others, on the contrary, punching themselves in the chest, recommends giving up this once and for all. They say that clients immediately feel that they are being spoken to according to a template and leave the conversation.

I agree that script conversation is killing the sale. When a salesperson speaks a memorized text, you can immediately hear it. And the desire to communicate with him disappears completely. But! I am convinced that talking to a customer without preparation is an equally gruesome crime against sales. Agree, you will not enjoy communicating with constantly saying “ uh», « nuuu”, Getting lost from your remarks and generally ready to faint if you ask at least something else.

So my advice is to prepare a conversation script ... Especially for newcomers to sales. However, it should be not a hard script, but rather a cheat sheet ... This move will help:

not to miss the thread of the conversation;
do not forget about the key points;
work out the main objections of the client.

5. Don't sell

I know what you are now thinking: " That's the news. Talked, talked about sales and where did you come to?". In fact, we have not strayed from the topic of sales in the least. Let me explain now.

So, you got a potential client... Just 1 step separates you from the sale. You are already looking forward to a successfully closed deal, but ... Then it turns out that the client is not ready, wants to think, he has no money ... there are 1000 reasons preventing the purchase. Sound familiar?

Getting a lead is not yet a success. And then you need to work hard to convert it into a client. So I I recommend that you focus not on the desire to sell, but on building relationships... If you start selling right away, you risk scaring the person off. But having built a trusting relationship, you can lead him to the purchase easily and naturally.

Conclusion

Agree that all of these strategies were already familiar to you? You may not have read about them, but you intuitively felt that it was so right. And now that I have convinced you that your intuition has not let you down, you can safely implement them :) I am sure the results will convince you even more.

And don't forget about our free online workshop “Automated Sales Funnel”. Click on the button below and register now.

P.S. Your likes will unambiguously enhance the effectiveness of any implementation and accelerate the preparation of a new article that will change your idea of business development. So please like it!

And to make these secrets work even better, fix them urgently. What are these mistakes? Read it now!