You must define your buyer persona

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No matter what type of business or company you have; whether it is a retail company, B2B, service or automotive, you will have a higher percentage of success if you focus on the characteristics of your buyer personas and manage to qualify each prospect in detail based on the information collected.

By creating a buyer profile, you will have a secret weapon that will help you define which buyer is ideal for your products or services. This way, you will avoid wasting time offering something to someone who does not need it. Instead, you will focus all your attention on those buyers who have a high probability of becoming your clients.

Generate value, then sell
Once you have identified your buyer persona, you can start talking to prospects or representatives of companies that have problems or needs that your product or service can solve.

As we mentioned before, you should not start a conversation with your sales pitch. If you do this, you run the risk of making the prospect uncomfortable and not wanting to continue the conversation. Instead, you should offer your help in a way that generates more value and encourages you to close the sale.

If you are selling a mobile phone, you can send a summary of the most important features of the phone they are looking for, how it could help them in their work environment. You can use your experience to discuss some trends or features that the potential buyer is not familiar with.

You should not present yourself as a salesman who only wants to close a deal, you should present yourself as an advisor who wants to help solve their problems and needs. By focusing in this way, buyers will be more willing to listen to you, and when you manage to connect their problem with your product or service, it will be a sure sale. You should always help the customer.

To know how to sell, first ask and listen
No matter how thorough your research has been, you can never know everything about the prospect or help him or her solve his or her problem if you don't fully understand him or her. You should ask a lot of related questions during the conversation to help him or her better.

Here are some examples of questions you can ask:

How did this happen?
Has this situation always been like this?
Is solving this problem very important to you?
How does this inconvenience affect your company?
Have you looked for other solutions to this problem in the past?
What went wrong in the last attempt to solve this problem?
Can you give me some kind of example?
You must be curious. It is very useful to have a list of questions prepared before starting the conversation, but you should not limit yourself to just the questions on the list. If the conversation takes an unexpected turn, you must have the ability to change your strategy. Remember that everyone likes to talk about themselves and their situation, so you must show interest and curiosity so that prospects feel comfortable and confident.

After asking any question, you should remain silent and listen to everything the buyer has to say. When he or she has finished speaking, you should repeat the message and ask him or her to confirm that they fully understand what he or she means. You should ask question after question to further clarify the situation.

If you can do this successfully, you have just developed a new skill: you are an active listener. Active listening not only helps you to fully understand the problem, it also makes the prospect feel at ease. By establishing this type of connection, they will be more willing to listen to you and you will be closer to making a sale.

Keep in mind the psychological aspects
Our brains are programmed to respond to certain situations in a certain way. To know how to sell, you need to learn some psychological tricks that will help you be more effective.

Decoy effect
A third option can sometimes help the prospect choose between two possibilities.

Anchoring effect
We use the first information received as a base or anchor to evaluate each and every additional data.

Loss aversion
We react more strongly to the probability of losing something we own than to the opportunity to vp communication officers email database acquire something we don't own.

Rhyme effect
When we make statements that rhyme, they often seem truer than those that don't rhyme.

Knowledge section
This happens when someone who has extensive knowledge on a certain subject cannot relate to another person who is not familiar with the subject.

Tailor your approach to the buyer
It's a great thing when a salesperson brings his or her personality into the sales process, but keep in mind that you should pay close attention to the prospect's personality and adapt your approach accordingly. Our personal characteristics influence how we like to be sold to and what information we anticipate.

Below, we will show you the main types of personalities with their preferences: