All You Need Is A.S.K.

“There's no lotion or potion that will make sales faster and easier for you - unless your potion is hard work.” - Jeffrey Gitomer Believe it or not, from birth until we die, we are always selling something to someone, regardless of whether we are teachers, doctors, lawyers or parents. Just as a mother needs to sell certain values to her children to be a good person, the teacher, the surgeon, or the judge need to sell their best to achieve success. That is achieved with the help of other people, whom we must influence or persuade to create and decide for us, whether to get a job or a girlfriend. Regardless of the brand, product or service, if the seller fails to sell first, and fails to connect with the customer, it is going to be very difficult to sell. Sales executives are much more than just a salesperson. This is an independent position that pursues the maximum number of sales, is also related to professional specialization. Professionalism, in effect, is a distinctive feature of the sales executive. Both, regarding its preparation and its specialization and constant training, seeks to combine the increase in sales and the pursuit of customer satisfaction with them. That is to say, on the one hand, the realization of the sale supposes the end of the operation, but only if the client sees his expectations fulfilled he will not return it nor, in case, will ask for some discount. 2 All You Need is A.S.K (Attitude-Skills-Knowledge) Likewise, if the purchase did not satisfy you, you will probably or will buy again. Therefore, the sales executive establishes a longer-term relationship with the customer, seeking satisfaction and fidelity. A great challenge, no doubt, that only professionalization can face. The technical knowledge, about the product or service, are highly valued among the sellers of any sector. However, different skills represent a real added value for sales professionals. What are these skills? What competitions are the most precious in the world of sales? What about the natural talent for sale? There is no doubt that not everyone has the same predisposition and ease to perform the difficult sales activity. Selling is an art, but it also requires certain skills that can be learned or trained. In fact, only when we have the necessary skills only then can we become the best salesmen. That is why being a good sales executive is a very well-paid position. Likewise, many people are also looking for ways to become good salespeople, but few succeed. Here are some skills that every sales executive should have to advance his career: Knowing how to listen and knowing how to speak: Being willing to listen and doing so by demonstrating empathy with the prospective buyer also implies knowing how to speak. Do it using a selected vocabulary, adapting to the communicative style of the interlocutor and demonstrating the ease of speech. The ability to listen, a good presence, be empathetic and enthusiastic are points in favor that add to the time to incite the purchase. In short, it is a question of taking the buyer to his land, making him believe otherwise. Equal people, balanced personality, and integrity bring good feelings that provoke positive attitudes. Among other aspects, potential buyers will appreciate honesty and loyalty to the company as values that convey reliability. Taking work as a duty, being organized and living it also as a motivating activity 3 translates into a significant advantage when it comes to getting more sales. This implies from the way of approaching the day to day to the way of presenting itself or the accomplishment of formative activities. A good salesman should know how to see the opportunities and hunt them on the fly. Having the gift of opportunity, being in the right place at the right time is another way to be a professional. Moreover, by the way, always ends up giving deserved rewards. It is essential for a salesperson to demonstrate excellent communication skills. It is necessary to transmit messages so that the customers understand, reliably, what the seller intends to communicate, regarding the product or service it sells. The good salesman anticipates, with initiative and energy, in his relationship with the customer and in his main objective, which is the closure of sales. This extends to key issues such as offering new discounts, or alternative products or services, seeking, if possible, new customer needs. In the world of sales, people with a high tolerance for frustration and, above all, persevering and insistent. It is customary among marketers who show exceptional ability to create a good bond with the customer but do not demonstrate the interest necessary to close a sale effectively. In addition to the relationship with the customer, the salesperson has to demonstrate a high capacity to manage his/her agenda and all the documentation related to visits, reports, etc. This is one of the most sought-after skills among good sellers since it is prevalent for them to lack it. Learning to communicate in a correct, clear and precise manner is an indispensable skill for our professional life, and more so if it is someone who is in the sales area in a micro, small or medium-sized company because their effective participation can make a difference in the business. Regardless of the industry to which the SME is focused, the vendor with communication skills will be able to relate better to customers and allow them to attract new ones. It will also help 4 Chapter 1 All You Need is A.S.K (Attitude-Skills-Knowledge) you solve problems, make your ideas better known and project a good professional image. Here are some recommendations to improve your communication skills:  Make eye contact Seeing a person in the eye is the best way to convey trust. In this way, we can let our clients know that we are interested in what he says and that we are listening attentively.  Gesturing Specialists point out that 90% of communication is non- verbal. That is, our body movements communicate more than we believe. That is why we must observe and practice since a gesture can persuade, convince and create trust more than an elaborate speech.  Get to the point Having mastery of our communication does not translate into talking a lot, making endless presentations or sending mileage emails. The recommendation to convey our messages efficiently and accurately is to focus on being clear in our ideas and eliminating the filling.  Listen If you are willing to be a good communicator, you have to be a good listener. The person who knows how to listen does not lose information, asks appropriate questions and understands his interlocutor.Learn to listen to the customer to meet your needs.  Ask One of the communication problems presented by companies is a misunderstanding. Sometimes we avoid asking questions for fear of ridicule, however, being able 5 to openly express doubts and admit when we do not understand an idea allows us to achieve a better understanding.  Read Having the habit of reading on a regular basis offers us multiple benefits such as improving our oral and written communication, better spelling and expanding our vocabulary. Reading news and relevant information from your industry will also provide interesting conversation topics to establish contacts and meet potential customers.  Choose the correct channels Is your communication medium always the email? You could get much more if you get close to talking personally with some clients. Sometimes a phone call can be more personal and efficient than an email. Use your perception to identify which channel is most convenient for each client.  Be professional Using casual language with your colleagues is fine. However, it is important to identify the times when your language should be formal.