The 2 Most Important Skills In Sales
Nothing is more frustrating than you depend on all the time in effort talking to a prospect and then, in the end, you don’t close the sale.
Sa blog na ito, ituturo ko sa inyo ang dalawang pinaka mahalagang bagay that you must understand and master in sales if you want to be a successful entrepreneur or a successful salesperson.
You see, most people don’t know how to communicate, fewer know how to sell, and almost no one knows how to close a deal.
Kung ikaw ay isang salesperson, or isang business owner, it is your duty, it is your obligation to close that sale.
Maybe it happens over the phone, sa isang showroom, or siguro nangyayari o nagagawa mo iyon sa online demo. Whenever and wherever a close, that is supposed to happen, it is your responsibility, and your responsibility alone to close that sale.
Pero halos sa mga salepeople ay hindi naiintindihan ito, tama ba?
Yes, they get very good at everything else; they are very good at prospecting or siguro sa cold-calling.
They get very good when it comes in terms of outbound o mahusay silang magbigay ng mga presentasyon, o ng mga demo online sa mga tao.
But unless you don’t close that sale, nothing happens.
Because those things don’t get you to the bank.
Closing is the only thing that gets you to the bank.
So, ngayon ipapaintindi ko sa inyo itong dalawang bagay…
Ang dalawang bagay na kailangan ninyong maunawaan… if you want to earn more money.
Sales skills #1 The Ability to Empathize with Your Customer.
You see, kung nagbebenta ka ng low ticket item or selling a commodity, o kung ikaw ay nagtatrabaho sa isang retail shop, people come and then grab and go.
Or if you are selling something that’s transactional, you just show them the aisle or you show the stuff.
I mean, you don’t really need to have empathy dahil nakakapag provide ka ng mabilis na sagot at mabilis na solusyon.
Gayunpaman, kung nagbebenta ka ng anumang bagay na makabuluhan, kung nagbebenta ka ng isang bagay that is a high ticket, you need to have deep empathy.
Ito ang lagi kong sinasabi…
“Customers don’t care how much you know until they know how much you care”
Kapag nagbebenta ka ng isang bagay sa mas mataas na presyo, sa mataas na halaga ng transaksyon, your customers need to know that you’ve got their back. And you have to be able to connect with people.
So, the next time you find yourself in a meeting, on a call, in a discussion, with a person or a group of people, try to listen, magtanong, maging interesado upang ipakita o maiparamdam na ikaw ay nagmamalasakit sa kanila, that you really do care, and that you care about them personally.
By doing this you will demonstrate a greater sense of genuine sincerity, and that alone will have everyone believing that you are a very smart person who knows so very much.
Skills #2 are the Ability to Uncover the Challenges and Discover Your Prospect’s Pain Points.
Problems Drive Sales.
Yes, and I always say, No Pain, No Sell.
Ang problema ay, hind sa hindi mo alam kung paano mag benta ng isang bagay, the problem is you don’t know how to diagnose.
Halos karamihan sa mga salespeople, they are talking too much. And they don’t know how to ask questions.
Nawawalan ka ng benta hindi dahil sa hindi mo alam kung ano ang iyong produkto , you know your products or services very well, you are losing sales because you cannot diagnose exactly what your prospect’s problems and concerns are!
Para ma-motivate mo, ma-inspire, at ma empower ang iyong mga prospect na bumili ngayon, kailangan mong maunawaan at eksaktong masuri kung ano ang kanilang mga problema.
If you keep pushing your features and benefits, that doesn’t motivate them to buy.
Kung hindi mo maintindihan kung ano ang kanilang mga pain points, you are not gonna close a sale.
Alam mo ba, madalas, halos lahat ng mga prospects ay hindi naman talaga alam kung ano ang kanilang pinaka problema?
Yes. Lalapit sila sayo, sasabihing… “Hey, I have a problem with this, give me a solution like this.”
But actually, they actually need something else.
Maybe they need a much greater solution. They need something really different.
But they don’t know…
And it’s your job to help them understand, it is also your job to just go beyond just your product and services.
It’s your job to understand the big picture and how your products or services best fit to help them solve their problem.
And you cannot do that if you don’t have the ability to uncover challenges and diagnose their problems.
I hope nakatulong sa iyo and blog na ito… 🙂
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