Market Your Business Creatively

Identifying the market to which your offer is targeted will simplify the process of selling. The real secret is for people to accept that what you have is what they really need. Remember, a good closing begins the moment you approach the right prospect. If you approach somebody that does not match the buyer profile you are looking for, you’re only going to get a headache.

Identify to whom you want to sell. To do this, make yourself the following questions:

• Who really needs a product or service?
• Where is my buyer?
• How can I approach him or her?
• And the most important, how can I know if he or she is the right one?

The next seven steps will allow you to answer these questions and have a successful sale close.

1. Know your customer as best as you can. Knowing your customer begins with the first contact you have with him or her. Observe how he or she talks, his or her clothes, his or her movements. Carefully analyze all and each of these aspects. In this way, you will begin to identify his or her needs and you will be able to offer the right product. Your prospect with even begin to notice that you understand him or her and that you are looking for a mutual benefit.This step is much more important for behind-the-counter employees of any store. Identifying the buyer is much simpler if you know how to observe.Now, if you in charge of prospecting for a business, invest at least 10 minutes of your time before going to your appointment . There are many “improvised” salesmen that, when they are in front of the probable client, they have no idea who he is, what he does within the company, or what his company does. Moreover, there are times when they don’t even know the name of the person they will be talking to.
2. Evaluate your customer constantly. Today, those who know how to ask the right questions are the ones who close the most sales. It is not about all the time you spend talking. If you do it that way, when how will you be able to pay attention to the needs of your client?How to evaluate him or her? Make questions that will really let you analyze him or her. Do not ask just for the sake of asking. It is important that you listen to every answer. This is the great secret of sales.if you ask intelligent specific questions, you will surely get answers in kind. Only in this moment will you be guiding the appointment to a possible sale close.Consumers often know best what they really want. Do not underestimate them, let them talk first. Do not interrupt and, better yet, take note of everything they say. Looking at them in the eye and assenting with the head is not enough anymore.
3. Discover his or her strengths. If you know the advantages and benefits of what you are selling, then you will have more possibilities to close the sale, because it will be simpler to defeat any kind of objection. A really big mistake you have to avoid it talking to a potential buyer when you are not completely sure of what you are offering. This will make you be nervous and hesitant during the reunion. Clients have a special sense to detect weaknesses in salesmen and if they notice your lack of knowledge about the product, you won’t be able to close the sale.
4. Identify what differentiates your product or service from the rest. Think that you are not the only one in the market. Do not underestimate your competitors, study them and identify the advantages you have over them to get more clients. If you are humble and honest to yourself, you will discover your weaknesses but at the same time you will also discover an opportunity to get stronger and close more sales.
5. Remember that the client doesn’t just want to buy. Most of the time the consumer doesn’t just want a product or service. More than just that, he wants a commitment, personalized treatment and respect.Many clients have an objective: to buy money or business. For example, salesmen in advertising media like newspapers, magazines, television and radio know that their clients want people to see them, to know them and to buy their product or service. Don’t just look for your buyer’s money, look for his satisfaction!
6. Do not be afraid of money, let money be afraid of you. Convince yourself completely of the quality of what you’re selling. Your product or service will always match the price of what you are offering. Believe in it and believe that nobody has anything like what you have. This kind of thinking will give you security and you will transmit that your client. The result: you will close the deal and you will get a long-lasting relationship.A very common problem salesmen have is that they’re afraid to talk about money. When they are in front of their prospects and he asks about the price of the product the salesman gets nervous and tries to avoid the answer. The reason? They don’t trust their product and they think it is overpriced. They immediately transmit that to the buyer and, as a consequence, they don’t close the sale.If you believe in the quality of your product you will make your clients see that there is no better offer than yours and they will happily pay for it
7. Close the sale and collect! Be prepared and everything will be easier. If from the beginning your offer was well presented and you know who you are with, who he is and what he really wants to buy then you’re well on your way to closing the sale. After that the next questions have to be:
   • how will you be paying?
   • When can I expect your payment?
   • Is there anything else I can do for you?

   Make specific questions that require specific answers.

   Remember a very important secret in sales: collect what’s yours! Many people go through all the process, they follow all the recommended steps, but they don’t worry about the money. Collect and sell, sell and collect… This will allow you to stay a long time in business and reach all your goals.

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