{"id":5760,"date":"2018-10-15T14:42:15","date_gmt":"2018-10-15T14:42:15","guid":{"rendered":"https:\/\/refrigerationclub.com\/?p=5760"},"modified":"2023-08-22T20:26:01","modified_gmt":"2023-08-22T20:26:01","slug":"to-sell-better","status":"publish","type":"post","link":"https:\/\/www.embraco.com\/blog\/en-us\/to-sell-better\/","title":{"rendered":"To sell better"},"content":{"rendered":"

Understand the techniques and recommendations of specialists. The seller\u2019s profile has changed a lot in recent years. Formerly it was said that, to work in sales, it was sufficient to be extroverted and to speak well. If you know how to deal with the customer, then it was just a case of closing orders. This may have been sufficient in certain cases, but there were always professionals with differentiated postures and who, for this very reason, became sales champions. They used to apply\u00a0 the technique known as the acronym AIDA, which involves the following stages:<\/p>\n

\u2022\u00a0<\/span>A<\/strong>ttention (gain);<\/p>\n

\u2022\u00a0<\/span>I<\/strong>nterest (encourage);<\/p>\n

\u2022\u00a0<\/span>D<\/strong>esire (awaken);<\/p>\n

\u2022\u00a0<\/span>A<\/strong>ction of purchase (close).<\/p>\n

This technique is acknowledged until today and, with certain improvements such as, for example, post-sales service, it can still be useful! Today the sales professional needs to go further. It is important to improve and invest in the development of certain favorable personal characteristics. This is a key point for those wanting to stand out in some way. Jos\u00e9 Carmo Vieira Oliveira, Marketing consultant of Sebrae-SP<\/strong> (Support Service for Small Businesses and Small Companies of S\u00e3o Paulo), explains that it is essential that resales prioritizes training. \u201cThe salesperson has to speak the customer\u2019s language, knowing how to guide him. To do so, (s)he needs to know the maximum about the items offered by the store. (S)he must follow up what is occurring in the market, remaining updated concerning the launchings and the products which are leaving the line. (S)he is not a simple counter assistant, but a consultant of the technician who is there wanting to resolve a problem. Showing that (s)he knows the subject, the salesperson gains the customer\u2019s confidence\u201d, he states. Besides offering the possibility that his attends courses and visits specialized trade fairs, the consultant suggests that the authorities for resales subscribe to technical magazines and make them available to the salespeople.<\/p>\n

The training shall be constant, also involving the sales techniques and professional posture. \u201cThe salesperson shall know how to make the correct demonstration of the products, having the patience to explain details and spending the time required to listen to the customer. (S)he must know how to argue and answer the objections and the questions which the buyer makes, regarding the quality, durability, guarantee, price and other aspects\u201d, he explains. Understand here how consumers are more demanding.<\/a>\u00a0<\/strong>\u201cThere is no more space in the market for the order picker, mainly now, when there are so many options for purchasing by the Internet. The customer who goes to the establishment wants information and wishes to be served by somebody who provides him with the solution to a problem\u201d, he adds. This is exactly the posture adopted by\u00a0 Temperfrio, headquartered in Maring\u00e1 (PR). \u201cFor our expansion and to be successful in the market, the investment in knowledge of the salespeople has to be constant, as well as the increase of the team\u201d, says Rone Aparecido Grillo, managing partner. \u201cOur salespeople know the product which they offer, which enables them to meet the requirements of our demanding customers\u201d. Partnership with customer<\/strong> In the recent book Armas da Persuas\u00e3o<\/em>, the North American psychologist Robert B. Cialdini shows the functioning of a basic principle which influences the consumer\u2019s behavior, reciprocity: \u201cif you do something for me, I will do something else in exchange\u201d. In other words, people give more attention to those offering them information which they do not have or solutions to a question which bothers them. While the consultant Edmundo Vieira Cortez, author of the book Novas Estrat\u00e9gias de Vendas \u2013 a Venda Focada no Vendedor (New Sales Strategies \u2013 the Sale Focused on the Salesperson)<\/em>, goes a little further, defining the sales professional as someone who has more than knowledge and technique. \u201cHe sells because he likes it, has motivation and self-confidence, invests in relationships, strives for and is committed to the success of the company and customer\u201d, he states. \u201cHe must work for the customer, making the latter see him as a partner who will help to solve a problem\u201d, he says. Cortez updated the acronym AIDA, highlighting the importance of understanding the customer\u2019s problem and including the post-sales stage. The formula he proposes is SADIAS:<\/p>\n

\u2022\u00a0<\/span>S<\/strong>ounding out;<\/p>\n

\u2022\u00a0<\/span>A<\/strong>pproach;<\/p>\n

\u2022\u00a0<\/strong><\/span>D<\/strong>emonstration;<\/p>\n

\u2022\u00a0<\/strong><\/span>I<\/strong>nformation;<\/p>\n

\u2022\u00a0<\/span>A<\/strong>ction of sale (closing);<\/p>\n

\u2022\u00a0<\/span>S<\/strong>equencing (post-sales).<\/p>\n

\u201cIndeed, the sales process never ends. The closing shall represent the start of a relationship which needs to be maintained and administered. Thereafter, the sales person shall become a consultant of the\u00a0 customer, supporting him in his requirements, and, consequently, doing new business\u201d, he concludes.<\/p>\n","protected":false},"excerpt":{"rendered":"

Understand the techniques and recommendations of specialists. The seller\u2019s profile has changed a lot in recent years. Formerly it was said that, to work in sales, it was sufficient to be extroverted and to speak well. If you know how to deal with the customer, then it was just a case of closing orders. This […]<\/p>\n","protected":false},"author":1,"featured_media":5761,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[26],"tags":[],"acf":[],"yoast_head":"\nTo sell better - Refrigeration Club - En-us<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.embraco.com\/blog\/en-us\/to-sell-better\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"To sell better - Refrigeration Club - En-us\" \/>\n<meta property=\"og:description\" content=\"Understand the techniques and recommendations of specialists. The seller\u2019s profile has changed a lot in recent years. Formerly it was said that, to work in sales, it was sufficient to be extroverted and to speak well. 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