2. Intro, welcome
http://amaroaraujo.com
Hello, Amaro Araujo here. welcome to this short session of “Sales
rep main skills” course.
To make it to the point, I’ll put down the wrap up of a longer
version, with the crucial bullet points for every topic.
4. Chapter I: Appearance
http://amaroaraujo.com
Come across as someone who:
Takes care of himself and his image without exaggeration
Is elegant, polite and friendly
As professional manners
Talks eloquently and listens with attention
Have reassuring gestures
Looks people in the eye without provoking neither fear
Is aligned in the way he looks, moves, talks and expresses himself
Is a professional sales person
5. Chapter II: Empathy
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It’s about them first, emotions and positions
Put yourself on their shoes, see things from their perspective
Don’t judge of jump in conclusions too early
Be quiet and patient, listening to understand and not to answer in the spot.
If something unclear or doesn’t fit your logic, ask gently for additional info
Be present, don’t rush.
Know who you’re talking to, not only the name but what drives him in life
Customer is not a number or a margin figure, is a human being. Let him feel that way
and you’ll have your life easier.
Aim at the heart, not the head
6. Chapter III: Relationship building
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Build foundations for the future:
Honesty leads to trust
No Bullsh*t talking
Competence, when you don’t know just say it, find it out and come back later.
Integrity. Any false step is a hard hit on a relationship
Accept differences
Be available even out of conventional hours (within certain context, don’t create bad
habits)
Listen attentively
Communicate clearly
Accept feedback willingly and without resistance
7. Chapter IV: Persuasion
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Persuasion: action aimed to change a person attitude or behavior:
Reciprocity
Commitment and consistency
Anchoring
Liking principle
Scarcity
Large to small request
Mimicry
8. Chapter V: Knowledge
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Be well informed and aware of your business:
Your Market, size, competitors, newcomers, growth or decline
Your products and benchmark with competition
Your industry sector overall and areas of concern and to explore
Trends (alternative products? Optimization on consumptions?)
Outlook (legislation? Imports?)
Be a reference, the “go to” guy as source of info.
9. Chapter VI: Negotiation Skills
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Be aware of the steps of the negotiation process
The difference between Value and price
Importance to have a few pricing mechanisms
The Win/Win myth
Handling objections in sales
The right use of concessions to unlock an objection and close the deal
Price is one of the last elements to discuss
10. Chapter: final last words
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Any book, training or learning session is worthless if you don’t put it into practice.
As in any other area of life, you must keep developing yourself.
This is a “light” version of this module, for a more in depth version feel free to
get in touch.
Becoming an expert sales rep requires time, dedication, education and
persistence, it’s not like acquiring a magic wand and you’re done.
Don’t push, pull.
People don’t want to be sold something. They want to think they bought
something.
11. http://amaroaraujo.com
You can find me here:
My website/blog: http://amaroaraujo.com/
Linkedin: www.linkedin.com/in/amaroaraujo
Twitter: https://twitter.com/AmaroAlive
My book in Amazon: https://www.amazon.com/Sale-Passion-Prepare-negotiate-confidence/
My Youtube channel: https://www.youtube.com/c/AmaroAraujoInternationalsalesexecutive
My email address: amaro@amaroaraujo.com
Stay tuned for future topics
Chapter: Follow me @
12. Sales rep main skills
http://amaroaraujo.com
Goodbye, see you soon
Editor's Notes
07/16/96
Script:
> Why the content and the link between them
