The Art of Selling

Hundreds of books worldwide have been written about the art of selling – and if you have read any of them you will have found that each writer and often speaker at events or business schools has his approach which, of course, depends largely on his course. So the art of sales is about the possibility of making a sale, to close a deal. And, this possibility is greater when you ‘understand’ people and products. Therefore, the central idea of selling is to constantly increase your chances, whatever sales channel you use. Natural or electronic channels through digital marketing.

If you have a store, then the facade of the shop also plays a role. And, immediately after the interior, service, and quality of the product. One of the smartest takeaways I’ve seen abroad was a fast food restaurant type in which you couldn’t see ‘easily’ in the store from the windows. The layout of the shop was such that the customers’ tail was literally on the sidewalk, while there was room in the store! Therefore, in sales, you have to «impress», either as a seller, as a store or as a product.

The largest proportion of sales, worldwide, are telephone sales, either directly or by appointment. In this type of sale, the time you have at your disposal is minimal. Therefore, presales are very important in terms of researching who and why you will call – creating a profile for the potential customer. Also, the seller, after the presales, must be able to understand in the first seconds whether it makes sense to continue or not. At this point, the seller must direct his interlocutor to understand whether there is an immediate or even distant future. A significant part of sales are closed with the second or even third attempt. That is why sale is science and art. Also, the tone of the seller’s voice plays an important role – if he is unsure of his product, this will it will be obvious especially when there is pressure or fatigue.

As they say in the investment field, the number one rule is not to lose money. Similarly in the sales industry, the number one rule is not to waste your time – with an appointment or conversations that have a low or zero probability of work.

Also, when you make B2B sales, which are usually made by appointments, then the seller must be aware of the market features that the company operates. Also, know how it works «internally», but mainly how it makes money! Finally, successful B2B sellings require custom solutions – a solution must be given to fit as much as possible to the profile of the company, which is our potential customer.

In conclusion, the art of selling has its constants, which have exclusively to do with how people ”buy” as consumers and as professionals. It is worth remembering that businesses with excellent sales and average or bad products can be sustainable, but businesses with bad sales and excellent products are usually not! So we focus on how to increase our sales, focus on customer and user experience, on the sales method, while our product must always be better or at least at the market average.

Learn more about sales and business models that will lead you to the development of your business – contact an award-winning digital agency,Anveto Marketers.