Versión en español, presione aquí
With the post "To sell better", I began a series aimed at the hard work of the trade mission. I continued: "Sell head" and "Sell with heart" in them spoke of the moments before the first visit with the client.
Today I add a new one. With this, I would like to clarify a concept essential to make effective sales calls.
There is much talk of loyalty and loyal customer. But ... What does that mean?. A loyal customer is one who consumes our product or brand (or service) of a continuous basis. It costs a lot to a customer, which is much more interesting to sell many times a loyal customer, to do new customers. So far, nothing new.
But ... What has to happen for a client to become faithful?. Loyalty is an emotional bond between the customer and the brand that offers the product or service. We stopped being just customers and become faithful when more than the functionality of the product itself unites us. Loyalty is something you feel.
Why would anyone eat always a particular toothpaste?, There are many on the market ... So feel to it. Or their property, or his color, no taste, so they feel when they are brushing their teeth with it.
When we consume a product that we have loyal brand, our brain acts much like when we fell in love with someone else. But it is an inert object, lifeless, but is the same. When we fell in love with someone, do not attend to reason, we like to be with that person so that makes us feel. When we are faithful to a brand, we are by what we feel when we consume when we bought it. It does not matter whether or not the best in the market, is the brand that "we love".
When we first business visit to a client, this probably does not know anything about the product or brand, or price. We are the ones who are going to talk about it all. But not with our words. Let's do it with our actions, our speech, dress, with the degree of conviction we show when talking about what we sell. If in addition to selling, we have loyal customers, we must take into account many factors that the simple product or a visit.
So we had to spend time preparing for the visit. So we learned things from our customers, so sell not to count things go. You get to create links.
Loyalty is not achieved in one visit, but the first will set all the others. Our brain is lazy by nature, can’t remember everything. We receive so much information every day, every minute, every second, not "have room" to remember everything. Our brain remembers better the beginning and end of everything you store.
The first visit is key, is part of the principle of customer relations. The first part of the first visit will mark all the others. Will it make us to fall into oblivion or that the client is raised to do business with us.
When a couple is looking for the first time in a disco, are deciding if your relationship is a simple look or something else. When we first came to see the client, we determine if we will ever buy, always or none. Of course it depends on other factors to be discussed, but the first moments will be decisive.
As I said, rightly, the announcement, the first impression remains, but what can we cause it?. Undoubtedly the best way is with a smile. The laughter and smiling interesting activate mechanisms which I will discuss in the next post in the series.
Showing posts with label seller. Show all posts
Showing posts with label seller. Show all posts
Wednesday, June 6
Wednesday, February 29
Sell with heart
Versión en español, pulse aquí.
In the post "to sell better," I did an overview of neuromarketing and advertising. In "sell head" I talked about mirror neurons and empathy in the trade visit. Today delve a little deeper into the commercial preparation of the visit. In a future post we will see the first meeting with the client.
Remember, thanks to mirror neurons felt something called empathy. Empathize with another person is mentally identify with your mood. We continue to work prior to the visit. It will prepare us to succeed in many.
Our goal is not to sell. Selling is the consequence, not the end. Our goal is to empathize with the customer.
Before taking the next step we will, as discussed in "sell head," gathered all possible information about the customer. We tried to find out their likes, hobbies and anything that our client, yet potential, put in your life to make it more enjoyable.
We are in the time prior to the visit, the same day in the morning. Recently, we woke up and we get dressed. I like to compare this time with the previous day made by young people (and some not so young) before leaving the party to flirt. When they open the closet Who do these guys think?. They think being handsome and beautiful, but for whom?. For someone who, in many cases, have not seen for the first time. Of course to be handsome or beautiful is no guarantee to flirt, but score points. How many times to leave home in the morning has worn its customers in mind?. As in the example dressing customer considering score points.
I do not speak of awakening physical attraction on the client, talk to dress them in mind. In commercials differentiate ourselves from competition. Dress customers in mind can we go up a rung on the mental positioning. At the end of the day what we want is that we prefer to us rather than competition. If we have done preliminary work to meet customer tastes, maybe we can include on our clothing that day a detail that sparks your attention. A pin, a color ... Something that will remind us when you need to order the product that we carry in our portfolio.
Once dressed thinking of our customers, we rode in the car and .... We fall into depression listening to what the world goes wrong, remember how hard it is to sell and this month probably will not reach targets .... And we went to see the client fully depressed. Perhaps the "deep depression" is a bit exaggerated. But what is certain is that it is very important to empathize attitude. Think of it much more enjoyable a sincere smile a straight face.
It is important to be informed, know what happens in the world in which we live. But the time before seeing the client is it the right time? No more day?.
The music works wonders. The music has a direct influence on our mood. Through the sense of hearing the music involves the whole brain. Alters our heart rate. Serves to encourage us, serves to relax. Used to have a positive attitude before seeing a client. Bring music in your car you like. Make a compilation of songs that you like to dance, sing and put in a good mood. Take it in the car and hear him on the way to commercial visit.
Selling is not an act, is an attitude. Neuromarketing teaches us and shows that our attitude and using emotional intelligence is much easier sell. From now on in addition to selling his head, ... sell to the heart. With the heart we control the mind (emotional intelligence).
NOTE: I write this post listening to background Many shades of black played by Adele and The Raconteurs, ... Song that puts me in a good mood.
In the post "to sell better," I did an overview of neuromarketing and advertising. In "sell head" I talked about mirror neurons and empathy in the trade visit. Today delve a little deeper into the commercial preparation of the visit. In a future post we will see the first meeting with the client.
Remember, thanks to mirror neurons felt something called empathy. Empathize with another person is mentally identify with your mood. We continue to work prior to the visit. It will prepare us to succeed in many.
Our goal is not to sell. Selling is the consequence, not the end. Our goal is to empathize with the customer.
Before taking the next step we will, as discussed in "sell head," gathered all possible information about the customer. We tried to find out their likes, hobbies and anything that our client, yet potential, put in your life to make it more enjoyable.
We are in the time prior to the visit, the same day in the morning. Recently, we woke up and we get dressed. I like to compare this time with the previous day made by young people (and some not so young) before leaving the party to flirt. When they open the closet Who do these guys think?. They think being handsome and beautiful, but for whom?. For someone who, in many cases, have not seen for the first time. Of course to be handsome or beautiful is no guarantee to flirt, but score points. How many times to leave home in the morning has worn its customers in mind?. As in the example dressing customer considering score points.
I do not speak of awakening physical attraction on the client, talk to dress them in mind. In commercials differentiate ourselves from competition. Dress customers in mind can we go up a rung on the mental positioning. At the end of the day what we want is that we prefer to us rather than competition. If we have done preliminary work to meet customer tastes, maybe we can include on our clothing that day a detail that sparks your attention. A pin, a color ... Something that will remind us when you need to order the product that we carry in our portfolio.
Once dressed thinking of our customers, we rode in the car and .... We fall into depression listening to what the world goes wrong, remember how hard it is to sell and this month probably will not reach targets .... And we went to see the client fully depressed. Perhaps the "deep depression" is a bit exaggerated. But what is certain is that it is very important to empathize attitude. Think of it much more enjoyable a sincere smile a straight face.
It is important to be informed, know what happens in the world in which we live. But the time before seeing the client is it the right time? No more day?.
The music works wonders. The music has a direct influence on our mood. Through the sense of hearing the music involves the whole brain. Alters our heart rate. Serves to encourage us, serves to relax. Used to have a positive attitude before seeing a client. Bring music in your car you like. Make a compilation of songs that you like to dance, sing and put in a good mood. Take it in the car and hear him on the way to commercial visit.
Selling is not an act, is an attitude. Neuromarketing teaches us and shows that our attitude and using emotional intelligence is much easier sell. From now on in addition to selling his head, ... sell to the heart. With the heart we control the mind (emotional intelligence).
NOTE: I write this post listening to background Many shades of black played by Adele and The Raconteurs, ... Song that puts me in a good mood.
Wednesday, February 1
sell head
Versión en español, pulse aquí
Given the acceptance that had the post "To sell better," in which he explained how to use neuromarketing to be better salesmen, and I have been receiving questions about it in different ways in recent weeks, these days I will dig a little more on this topic. Specifically, by popular demand, I'll talk about why it is necessary to know the potential customer before making the visit, in subsequent articles delve into other aspects.
In 1992, Giacomo Rizzolatti, Leonardo Fogassi and Vittorio Gallesse, University of Parma, discovered mirror neurons. They are responsible for empathy and a revolution in neuroscience and neuromarketing.
Mirror neurons are activated when we perform an action and when we see someone do an action. That is, if we see that a person is happy to drive a particular car that our mirror neurons do empathize with the person of the spot, feeling the same way and helping to associate in our minds the idea that driving this car will make us feel good.
The "usefulness" of mirror neurons in the world of advertising is evident in the example above, but why talk about mirror neurons in an article focusing on one aspect of the commercial visit?. I began by saying that: "To sell better," noted the need to find out everything possible about the person we are going to visit. Knowing as much about who he is, his nature, tastes, hobbies, sports he practices, his favorite team, can be a powerful marketing tool if we use for the client to empathize with us.
Many times our offer is similar in products and services to our competitors. Empathy with the customer may be the final weight to tilt the balance of the sale to us. If our offer contains a much higher price or service clearly worse than the competition is difficult to sell through empathy (although not impossible), but it is normal that our offer is in product quality, price and service very similar that of our competitors, which, in this way, we can tip the sale in our favor. Of course, for this to happen we need to know very well, before whom we are going to sit and of course this person is the decision maker to buy. If the person who decides on purchases is not easily accessible, so if we empathize with his assistant or person responsible for coordinating your schedule maybe we can make an appointment. Besides a good source to find out interesting hobbies and tastes of the head.
Previous work on sale is key and even more important than the visit itself, for all we know the person you're going to see us help the commercial visit much more effective and achieve our goal using less time.
Empathy is the most positive support for sale. We need to know hobbies, likes and all that full of happiness to our interlocutor. All this information we will use the visit (or visits) for the sale a success for us.
From now sell head, .... But with the client's head, turning their mirror neurons positively towards us and the product we represent.
Given the acceptance that had the post "To sell better," in which he explained how to use neuromarketing to be better salesmen, and I have been receiving questions about it in different ways in recent weeks, these days I will dig a little more on this topic. Specifically, by popular demand, I'll talk about why it is necessary to know the potential customer before making the visit, in subsequent articles delve into other aspects.
In 1992, Giacomo Rizzolatti, Leonardo Fogassi and Vittorio Gallesse, University of Parma, discovered mirror neurons. They are responsible for empathy and a revolution in neuroscience and neuromarketing.
Mirror neurons are activated when we perform an action and when we see someone do an action. That is, if we see that a person is happy to drive a particular car that our mirror neurons do empathize with the person of the spot, feeling the same way and helping to associate in our minds the idea that driving this car will make us feel good.
The "usefulness" of mirror neurons in the world of advertising is evident in the example above, but why talk about mirror neurons in an article focusing on one aspect of the commercial visit?. I began by saying that: "To sell better," noted the need to find out everything possible about the person we are going to visit. Knowing as much about who he is, his nature, tastes, hobbies, sports he practices, his favorite team, can be a powerful marketing tool if we use for the client to empathize with us.
Many times our offer is similar in products and services to our competitors. Empathy with the customer may be the final weight to tilt the balance of the sale to us. If our offer contains a much higher price or service clearly worse than the competition is difficult to sell through empathy (although not impossible), but it is normal that our offer is in product quality, price and service very similar that of our competitors, which, in this way, we can tip the sale in our favor. Of course, for this to happen we need to know very well, before whom we are going to sit and of course this person is the decision maker to buy. If the person who decides on purchases is not easily accessible, so if we empathize with his assistant or person responsible for coordinating your schedule maybe we can make an appointment. Besides a good source to find out interesting hobbies and tastes of the head.
Previous work on sale is key and even more important than the visit itself, for all we know the person you're going to see us help the commercial visit much more effective and achieve our goal using less time.
Empathy is the most positive support for sale. We need to know hobbies, likes and all that full of happiness to our interlocutor. All this information we will use the visit (or visits) for the sale a success for us.
From now sell head, .... But with the client's head, turning their mirror neurons positively towards us and the product we represent.
Wednesday, January 4
To sell better
Versión en español pulse aquí
So far we have discussed different aspects that neuromarketing help. For example to position different elements such as products, trademarks, ... But what about the sellers?, Can neuromarketing help sellers?, ... The answer is yes.
Sellers are, as we know, essential in the sales process. We can not study at a neurological level each person who the seller is going to visit, but we can give some general guidelines on how to act to communicate better than their competitors.
Before the visit, the seller must take care of business motivation and appearance. There are so-called mirror neurons, responsible, among others, empathy. If we come to the meeting with the client pessimistic and not predisposed to sell we will achieve our client select areas that promote the sale. Likewise, the seller's physical appearance is essential. First impressions are crucial and need to be good for the customer is receptive to the rest of the message.
The second step is to diagnose the customer's needs. We have the bad habit of selling our products ourselves saying why would buy that product and we are not all equal. It is essential to find what need fix our product. If we sell parcels is normal that our shipments arrive quickly, on time and in perfect condition. Talking with the client may find out that he hates to pack your products for shipping, if we have the capacity and means to do so, "eureka", we can offer as you get rid of their most hated activity: packing ... And we sent boxes.
The third step is precisely to offer our product as one that covers the need identified. In the example above, once we found out that the client hated packing we offer as "packers" that send goods. In this way we position ourselves as those who will happily free from one of their most hated activities. In this case is secondary to the shipment will arrive on time and in perfect condition. Everyone does it.
When the customer hears a self-centered message does so much more receptive than in other cases.
It is important to note that if the quantifiable benefits we offer is much more effective to offer and quantified. For example, it is much more effective to say: "With our product you will get a 15% improvement in profits" that "will make important improvements in their benefits."
So far we have discussed different aspects that neuromarketing help. For example to position different elements such as products, trademarks, ... But what about the sellers?, Can neuromarketing help sellers?, ... The answer is yes.
Sellers are, as we know, essential in the sales process. We can not study at a neurological level each person who the seller is going to visit, but we can give some general guidelines on how to act to communicate better than their competitors.
Before the visit, the seller must take care of business motivation and appearance. There are so-called mirror neurons, responsible, among others, empathy. If we come to the meeting with the client pessimistic and not predisposed to sell we will achieve our client select areas that promote the sale. Likewise, the seller's physical appearance is essential. First impressions are crucial and need to be good for the customer is receptive to the rest of the message.
The second step is to diagnose the customer's needs. We have the bad habit of selling our products ourselves saying why would buy that product and we are not all equal. It is essential to find what need fix our product. If we sell parcels is normal that our shipments arrive quickly, on time and in perfect condition. Talking with the client may find out that he hates to pack your products for shipping, if we have the capacity and means to do so, "eureka", we can offer as you get rid of their most hated activity: packing ... And we sent boxes.
The third step is precisely to offer our product as one that covers the need identified. In the example above, once we found out that the client hated packing we offer as "packers" that send goods. In this way we position ourselves as those who will happily free from one of their most hated activities. In this case is secondary to the shipment will arrive on time and in perfect condition. Everyone does it.
When the customer hears a self-centered message does so much more receptive than in other cases.
It is important to note that if the quantifiable benefits we offer is much more effective to offer and quantified. For example, it is much more effective to say: "With our product you will get a 15% improvement in profits" that "will make important improvements in their benefits."
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