How to make a sale?

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Achieving the sale of a project depends on the quality with which the salesperson, salesperson or executive can communicate it. The quality with which he does so depends to a large extent on the questions he asks the prospect in the first few minutes of the meeting.

There are some executives who are more enthusiastic, some with greater and others with lesser speaking skills. What really differentiates a good sales executive from a bad one is their ability to ask the right questions and understand the prospect's profile based on those questions.

What is the point of asking the right questions in a sales meeting?
Asking the right questions at the beginning of the meeting will give you the information you need to know your prospect's profile. If he or she needs to get to the point without wasting time, if he or she will require a more detailed healthtrax corporate email database explanation, with examples, with various mental pictures of what will happen; if he or she is a prospect with prejudices about your services or industry; or if he or she is one who has already made up his or her mind and should not be overburdened with information that could affect a practically completed sales closing.

We will gather all this information with the questions we ask and the analytical skills we develop in the first minutes of the meeting will allow us to channel communication in the right direction , with the rhythm, tone and forms that our potential client needs to hear.

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Types of prospects
Depending on the stage of the purchasing process in which they are found, the following types can be identified:

Conscious prospects:
They have a general understanding of their problem and situation, but they are not yet actively seeking a solution. For example, they may ask us for an advertising campaign, but when reviewing their broader environment we discover flaws in their website. In this case, they would be a conscious prospect, since they have a general understanding that the website is not working as it should, but they are not actively seeking to solve the problem.

Prospects under consideration:
These are prospects who are aware of the issue but are still evaluating options. For example, you are in the process of selecting agencies that can carry out your advertising campaigns, but you have not yet decided which one.

Prospects ready to decide:
These are usually recommended prospects or those who have already contacted the agency with a very good reference, and who arrive practically determined to make the contract. In these cases, speed and practicality in the sales process are essential.

Different techniques, forms and discourses must be used for each type of prospect, always starting from an understanding of the prospect and his needs.

Conclusion
Developing a presentation with too many examples for a prospect who wants to close the deal immediately is as damaging as developing one that goes straight to the point with a prospect full of doubts. The skill to develop as a good executive, salesperson or sales agent is not in the enthusiasm and energy that can be brought to the speech but in understanding what particular speech each prospect needs. And to do this, it is essential to ask the right questions and understand who we are talking to.