Why adopt a professional sales model now?

Professional selling implies a series of knowledge ranging from effective communication to psychology, from the analysis of behaviors to body language, from the adoption of a qualifying sales process to the most useful tactics or strategies... up to the use of the best marketing techniques. sale.

We therefore speak of professional selling when we are faced with the possibility and ability to sell in a structured way.

Anyone can sell but few acquire the skills to do it professionally.

Professional selling involves preparing in a multidisciplinary way but to obtain the sole purpose of selling in a structured way, whether you are a seller, a professional or an entrepreneur.

Professional selling allows you to adapt to your potential customer to bring him and keep him within your sales process, without ever ending up in his buying process.

Selling in a structured way means preparing yourself to use a sales process, strategies and techniques in a natural and never forced way.

Selling in a structured way means knowing how to acquire relevant information from the first interview with the potential customer, knowing how to ask strategically and listen focused, capturing all the expressions and the non-verbal of our interlocutor.

Professional selling is also the ability to manage objections effectively up to anticipating them. It is knowing how to acquire trust through empathy and rapport, as well as the ability to produce value so as not to have to act (or to do it as little as possible) on the price.

Selling in a professional way therefore means knowing how to sell yourself even before selling your products, services or advice.

To do this, we must communicate flawlessly, in all forms, immediately grabbing the attention of our interlocutor. From personal presence to emails, from phone calls to online calls. It is important to take care of every detail.

To do that, we need to focus and concentrate on our prospect and never on ourselves. The potential client must feel sincerely listened to, he must see us really interested in him more than in selling our "products", he must feel important, at the center of our attention.

Professional selling is knowing in depth the market in which we operate, its trend, the problems and challenges that our potential customer has to face. We must be clear who your and our competitors are.

We must be clear how we can, thanks to our products, services, solutions, achievements or consultancy, help our potential customer to significantly improve his situation, responding to his specific needs , solving his problems , realizing his wishes or allowing him to center his goals .

Professional selling involves acting in such a way that every potential customer has the feeling that what we offer is "tailored" and defined on their specific and unique needs. It means being able to highlight in a targeted way not the "features" but the benefits , advantages , utility , results (and guarantees) of what we offer.

What are the advantages of professional selling?

The answer is simple…

Selling in a professional way means increasing one's closing percentage and one's profitability, producing an equal level of satisfaction between the seller and the buyer, so as to favor the building of long-lasting relationships

Selling in a structured way also means knowing how to qualify the potential customer (having clear what our Ideal Target is) so as not to waste time .

In addition to this, we must consider the possibility of having "weapons" capable of convincing even those who are satisfied (perhaps for years) with their supplier, their trusted professionals or the "guru" on duty. It is also having "weapons" to compete with those who are "friends" or "recommended".

Where and for whom is professional selling absolutely vital?

It is essential for those who have to implement a consultative and relational type of sale .

It is therefore essential if you are, for example, a Freelancer, a Consultant, a Therapist, a Commercial Technician, the Owner of a Technical or Professional Studio, an Entrepreneur in the craft sector or in services, or, in all situations in which is facing a strategic or complex sale .

What is meant by consultancy and relational?

Consultative and relational selling is the one that typically involves several stages such as:

• one or more initial contacts/meetings (at the respective offices or through site inspections) with the potential customer
• analysis of specific needs / problems / wishes / objectives of the potential client
• elaboration of a project and/or a dedicated proposal with presentation of its Value
• negotiations and modifications of the initial offer, also having to discuss them with several interlocutors
• meeting for the closing of the agreement/contract
• distribution of activities/work development and payments in several steps

Professional Selling: Where to start?

The main objectives are, as mentioned, to improve your selling skills to increase your current closing rate and the profitability of what you sell (be they products, projects, solutions, consultancy or services), optimizing times and methods .

Know that with professional selling, you can get excellent results even if you start from scratch , even if you don't like selling , as often happens, for example to freelancers, consultants and "craftsmen" or "technicians".

You can get results because knowing how to sell is an innate skill, because it's not true that sellers are born (this is a false myth), nor that selling is an art or other amenities.

Professional selling today is method , it is science . A methodology and knowledge that you can learn, also becoming a skilled Salesman.

You can get important results, even if you've always thought you weren't good at selling.

All this to tell you that any sales negotiation can be conducted effectively by following a professional sales process, using the best sales techniques, knowing what to do to close a sale, even adequately handling objections such as "the price is high” or “I have to think about it”.

You can get excellent results because you can learn what you need , thus becoming a professional in sales.