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So, you are here on this page to read about Marketing and sales skills, tips and techniques, but before we start I would like to tell you about the most important factor that generally enhaces your marketing and sales skills, and that is SELF-ESTEEM & EMOTIONAL INTELLEGENCE

It's a personal opinion, expressed in personal attitudes of the person.

Positive self-esteem.

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A high level of self-esteem is our common denominator of excellence, a releasing mechanism that our potential to flow easily and freely. Positive self-esteem contributes to psychological growth. When this one has this acts as the immune system of consciousness, giving strength, endurance and capacity for regeneration.

While our self-esteem more solid mass is prepared we are to tackle the problems of working life, social and personal.

 

  • Self-esteem develops and enables:
  • Take the threats and challenges.
  • Fully enjoy the good things that happen to you.
  • Possessing strength of character in the bad times.

The negative self-esteem.

  • The negative self-esteem prevents psychological development.
  • It allows us to fully identify with our lives and our development.
  • We collapsed in the face any difficulty or adversity that comes our way.

THE FIVE ELEMENTS OF EMOTIONAL INTELLIGENCE:

1. Self-awareness - knowing your emotions:

It is the self-awareness to recognize a feeling as it happens, this is the key to emotional intelligence. The ability to control our feelings, is the psychological domain of self.
The inability to notice our feelings leaves us at their mercy. And the consequences are catastrophic.

2. SELF-REGULATION - control of emotions:

a. Managing feelings and emotions into the consciousness of self. It is the ability to:

  • a) Keep calm.
  • b) Contain the irritation.
  • c) Contain anxiety.
  • d) Regulate the display melancholy.

b. People who lack this ability constantly struggle against emotional distress. But they do have this ability to quickly recover emotionally from the abbots of life.

3. Self Motivation - enthusiasm

  • a. This is sort of emotions serve a purpose. This is essential to:
  • a) Pay attention.
  • b) For self-motivation.
  • c) Creativity.

b. The emotional self retains impulsivity. It serves as the basis for all achievement.

c. People who have this ability are more productive and efficient in every task they undertake.

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4. EMPATHY. recognize the feelings of others:

a. It's deep understanding of the feelings of others.

b. It is the ability to capture emotional states themselves and perceive nonverbal elements of emotions.

c. The development of empathy:

  • a) The emotional contagion earlier.
  • b) motor imitation.
  • c) The ability to give comfort.
  • d) Mediation.


d. Empathy. It is the most visible emotional skills.

5. Interpersonal relations. Emotional competence involved:

a. It's ability to manage the emotions of others, this allows us surround the popularity and sympathy.

b. It also allows us to play well in any task or activity that relies on interaction with others.

c. It helps regulate the resistance to frustration.

d. The mood and stress management.

MARKETING AND SALES. TECHNICAL AND ITS FORMS


MARKETING.
It is the realization of an intense study of the market and know and understand the Customer for the Product or Service that is to be fit for sale by itself.
To understand MARKETING, define key terms:

a. Necessity. Irresistible impulse causes that make sense obren infallibly.
b. Desire. Energetic movement of the will to possession or enjoyment of something.
c. Demand. Buying something you need or want.
d. Product. Good or service that meets a need or desire.
e.Transaction. Securities exchange agreement.
f. Market. Set of actual or potential buyers of the product.

SALE
It is the art of selling, satisfying the needs or desire that the client has or demand.

DIFFERENCES BETWEEN MARKETING AND SALES.

Marketing. Takes a view of the outside grabbing the inside. Start with well-defined market, focuses on the client's needs.

Sales. Takes a view from the inside out grabbing. Start at the factory focuses on the existing product, and directs it through the sale to the Customer.

ACTORS ON SALE:

The Client. Term that defines a person who makes a purchase, in order to satisfy their need or desire.

The Product. It is a good or service that meets the need or desire of the requirement that the client has.

Seller. It is the professional who is the intermediary between the customer and the product, which uses different strategies, techniques for this to be of.

THE SELLER AND THE NEGOTIATION.
Sellers who understand the viewpoint of customers and to communicate the understanding of the needs of these, enjoy a considerable advantage over the other vendors.
The purpose of the work of a salesperson is to help shoppers to solve problems or hesitations they have. It is when the seller becomes a consultant.
The Vendor Advisory Board. Have an attitude of solving problems and sell solutions. This is what is called the approach WIN / WIN! toward resolution of problems where both parties leave satisfied.

The Seller sells solutions Advisor plus:

  • He is interested in knowing the need of the buyer.
  • Asks questions relevant to the buyer.
  • Provides information on past performance of the solution.
  • Demonstrates honesty and integrity.
  • Their belief in their role as influencers seller:
  • The attitude towards themselves and towards their buyers.
  • Conduct that demonstrates to the customer address.
  • f the client feels or if you are to help.
  • Listening to someone is the lowest price concession we can do.
  • Acknowledge the other and accept their views.
  • Express your views without cause.
  • Create a climate for negotiation.

 

When negotiating. It is crucial to know each other's interests. It takes creativity, imagination and a perfect command of himself. It is important to have clear objectives, be friendly and persuasive.

Negotiation. It's like a game but there's nothing to chance. The alleged conflict parties are really a team, sometimes unknowingly pull in the same direction. But to play a strategy is needed solid. You have to know the other player, to discover their differences, learn which are the interests involved in order to create the choreography of interaction.

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Sales systems. THEORIES OF SALES

A study, condense the different ways in which sellers operate under three theories of sales. Resources or personal tactics marketers are using the process accessory instruments they make when they persuade a tooth.

These theories are discovered:

Theory of the stimulus - reaction.
Repertoire consists of the psychological stimulus to speak and act applies to the seller client according to a profile of this, which will propel buy. There are vendors that achieve significant mastery of the technical, mainly by the ability to quickly define a person and endorse the appropriate stimulus to bring about their reaction to the purchase.

Its application is mostly given in cases of quick sale, as selling in supermarkets, retailers, shoe shop, boutiques, etc..

The seller will not get a solid experience, as their ability will be solely based on intuition and start again each customer.

AIDA sales theory.
It's a more elaborate theory, as raised in the psychological foundation of the mental states of a person, take him to an inevitable conclusion. Precisely this approach lie in the processes of advertising. Then the seller used correctly and leads the customer for mental states to sell.

These states are:

  • A care
  • I interest
  • D of desire
  • A closing action


The vendor produces the product presentation taking into consideration the four steps or states carry the prospect.

A care. Capture their attention, and used for a sound effect called optical or as a striking illustration.

I interest. Promoting a product or service interest, perceived by the questions that made the customer about the product or service. The seller must respond and encourage the client even more attractive in order to drive the next state.

D with desire. When the customer questioned the price and availability of the product or service in question, as evidenced by its desire to possess.

A closing action. Take for granted the request and immediately try to make the closing action.


Theory of need - satisfaction.
This theory is based on the very fundamentals of marketing, science and technology in which through analysis and study of the product, price, market, advertising, promotion and distribution, designs, plans, sells goods or services that meet consumer needs.

The sales needs satisfaction theory assumes that a customer's purchases are always desirable results satisfy a partial or fatally unmet need, and puts the seller in possession of solving a problem or customer need, through the benefits of product or service.

This theory requires greater control and maturity of the seller in the dialogue during the interview with the client, it should facilitate, through the questions that would reveal their need and their awareness of it. Only when you are sure that the prospectus acknowledges and accepts its necessity. Spend the seller to show your product as a solution to this need. Thus, a reconciliation of interest ensure solid, which creates a durable bond to continue selling.
The professional salesperson.

Characteristics of a Vendor. Personal factors which a seller will rent to acquire the sheen, personality safe, successful and, above all, aimed to persuade their fellows. Personal factors that will allow a better professional practice are:

  • A seller, before selling a product should sell itself.
  • One vendor has this natural aggression will be channeled to satisfy the ego of the client.
  • A seller is hyperactive.
  • A seller never loses control and poise when he sells.
  • A seller is to be dialogue.
  • A seller is neat and dress appropriately.
  • A salesman talks to correction.
  • A vendor is focused on his client.
  • A seller is optimistic.
  • A salesman is persistent.


SOCIOLOGICAL CHARACTERISTICS OF A SALESMAN.

The seller's profile has a special stamp. That usually makes it easily identifiable by others:

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  • Is a person of easy conversation.
  • It is self assured and well presented.
  • Addresses without fear of other subjects.
  • Show much eagerness and faith in what you say.
  • It usually has a nice sense of humor.

 

The seller should be aware of factors that influence their behavior which follows:

  • There is no relationship between intelligence and sales success.
  • No correlation of age and sales success.
  • There is no relationship between level of education and success to sell.
  • There is no relationship between activity level and success in sales.
  • The seller is more persuasive than critical.
  • The seller is more intuitive than analytical.
  • The vendor is greatly stimulated by psychological desires for prestige, power and material gain.


KNOWLEDGE OF THE CUSTOMER.

Types of customers.
Customer timid or indecisive. The typical customer is unsure, which requires much time to decide, says little hesitant or are manifested as terse and aggressive protection. Avoid looking at the face of the seller and always extremely busy show, his fear is failure a bad choice.

Social customer. A person who loves people for people, is talkative and always knows the latest gossip of the city, business, neighborhood, etc.. Social clients want to look good with all people, their colleagues, their bosses and even with the vendor. His perspective is a personal relationship.

Customer authoritarian. He's a aggressive, quick-tempered and loud, like to feel that their authority and no requests, only ordered. Usually very intolerant of mistakes and claims with scandal. It can be confrontational and impulsive in their behavior, and can quickly go from bad mood to relax, once vented his temper.

Client analytical. It is the quintessential rational customer, permanently oriented to what you need. The laboratory can become Machiavellian and manipulative in pursuit of its objective, to manage the seller at your convenience.

 

SALE PROCESS

What is selling?
It is the process in which the seller identifies the needs and motivations of his client and satisfy through its products and / or service result is a mutual benefit.

For sale process. There are basic steps that a professional seller should continue, that the sale process more effective and convincing.

1. Initial contact. Also known as first impression, and a term practice of specialists in sales (broken ice).

At this stage there are the normal variety rights as when two people meet for the first time is when the seller has to put all their enthusiasm and intelligence to impress the other person and begin to trust the seller.

TECHNIQUES:

Top of the interview:

a. Eye contact. A direct stare, fixed and cheerful. Thus the customer will feel good and give you confidence.
b. Oral communication. Issue message and receive it for this you will develop listening skills. The client always wants to be heard.
c. Nonverbal communication. Gestures speak louder than words, tone of voice, body posture and body language.

2. Exploration. It is time to act as a psychologist, where customer-depth study.

This phase will gather information and assist the client to identify their needs and the importance of meeting them. To do this apply active listening techniques.

TECHNIQUES:

Active listening:

a. Open questions. These are questions to be answered with words like, what, why, how, when, where.
b. Polls. Are observations to bring to the surface information, highlighting and asking about customer feedback.
c. Closed questions. It is used to gather information. To do that causes the client to respond a "yes" or "NO", to make a choice or decision. But they must be very    thoughtful questions.
d. Reflection. Are observations to show empathy and understanding grabbing the customer.
e. Tunnels. Reactions are encouraged to make additional comments. They are designed to enable the client to talk about a specific topic.


3. Presentation. Enthusiasm is the key to this phase.

At this stage, having discovered the needs of the client makes the presentation of the product or service.

4. Reaffirmation. At this stage the client must already be impressed with the product and just need to reaffirm to enter the closing of the sale. To which he will implement any of these techniques:

TECHNIQUES:

a. Trick question. Comments are intended to confirm an agreement between seller and customer, these should be directed to the product.
b. Questions claim. Observations are designed to conform to the agreement and mutual understanding.
c. Enhance needs. The seller will give an overview of customer needs and bring the product or service solution to customer needs.

5. Close. At this stage the seller take the order to show confidence in what you say and how I acted. For this, apply the following techniques.

TECHNIQUES:

a. The bear. The seller will assume the sale and take the order.
b. Rebound. The seller will respond with questions objection, in order that the client responds to their own objections, but then reaffirmed the seller making the order.
c. The but. The seller will agree to the customer but subtly refuted using the technique of "but" then the seller reaffirm making the order.

FINAL RECOMMENDATIONS TO TAKE ACCOUNT.

  • When the customer expresses an objection, you are asking for more information.
  • Never fight the objections, the more you overcome the objections from the start with questions.
  • Find a point of consensus with the client, will feel and take him as someone who understands their situation.
  • Restate the objections, agreeing with him and expose customers after their argument using the technique of "but."
  • Transform the objections on grounds for purchase with the magical "fairly".
  • Keep the right mental attitude, if you stand angry, just get the client to succeed in their objections and refrain from buying.

 


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