Pasos Para Vender

Personal Sales
Personal communication of information to persuade a prospective customer to buy something that satisfies an individual needs.

Person to person
Face to face

SOME CONSIDERATIONSThere are certain things you need to KNOW before start selling:
Know your customers
Know your company
Know your product
Know your resellers
Know your competition, Industry and Economy
Thisknowledge can be acquired through:
Training provided by the company
Experience obtained with practice.


Know your customers
How can you match your product’s benefits with a buyer’s needs if youdon’t know your customers?
If you are selling to someone you haven’t seen before you have to ask him/her about the needs
If we are talking about business to business you have to make research about thecompany’s needs and process.

The main point is to know who are you selling to.

Know your company
Knowledge of your organization helps you project an expert image to the prospect.
It includesinformation about the history, policies, procedures, distribution systems, promotional activities, technology, etc.
This is to get a better view of the entire situation to be ready to make any kind ofoffer without compromising things that can’t be done.

Know your product
You MUST know what you are selling.
It is also important to know how they are produced and their quality level.
Theproduct knowledge includes some technical details such as:
Performance
Physical size and characteristics
How the product operates
Specific features, advantages, and benefits of the product
How wellthe product is selling in the marketplace.

Know your resellers
Is very important for the company to understand the channel of distribution of our products in their path to the final customer.Knowledge of each channel member is vital

Know your competition
Knowing the competitors is vital for sales.
We have to know their products, service, credit policies and prices.
Some buyers ask...