Month: November 2014

Technical Success

On each occasion in which I meet colleagues, professionals, traders and of itself with people who daily interact with society offering its products and services, reconfirmo have always the same question: what is the best technique to sell? The market knowledge and professional experience lead me to determine that if there is a technique that guarantees success in sales and at the same time helps us to gain the loyalty of the customer, this technique is the famous A.I.D.A, an acronym that means: attention, interest, desire and action. This technique was originated in the 1950s from when sales have been considered as a profession and initiated various training programmes in sales; It describes the basic process by means of which people are motivated by stimuli that lead to successful sales. Now let’s look at how we can use each of these connectors or drivers, the technique’s success, A.I.D.A: attention only have between 1 and 5 seconds to call the attention, either by phone or face-to-face visit, time in which the other person is the first impression of you, where what counts is the personal image and personal marketing. Despite the time pressure, occur in a natural and relaxed way, wait to tell him no thanks and remember each other, puts it closer to SI. Interest should remember that we only have between 5 and 15 seconds to create some interest, since it is necessary to say or show something interesting and provide clear advantages and tangible benefits for the customer, the person you are contacting must have an actual or potential for your product or service need (which implies that it must have existed a proper job of prospecting). Let us not forget that we must develop the skill necessary to develop empathy (put in the shoes of the client) to understand the client, its situation and needs. I wish for awakening the desire, the seller must have the ability to interpret the situation of the client, its priorities and constraints, to through questions and answers very empathic; You must master the technique of questions.

It must build trust and establish sympathy and identified (Chemistry) with the prospect or customer, to gain credibility on what is offered. The key is to demonstrate how you, your product and your organization are reliable and respond to a real need of the potential customer, with appropriate solutions, even in terms of the conditions of sale (form of payment, delivery, etc.). Action is, simply, convert the potential customer on real client, and is simply the desire to take action, to get the order, the signature of the order, at the close of business. By inertia or naturally closing does not reach, must induce him; action or closure is to have the ability to capture the moment and raise it with naturalness and promote the agreement for the next step, whatever that might be. Of course, if the first three steps have been successful, easier it is reaching the closure or the action. In other words, if the sale It has been well conducted, the prospect will come to the action without major controversy. Any combination of factors: styles, personalities and behaviors, will allow seller to establish the most appropriate A.I.D.A to tackle it and sell it.

Rio De Janeiro

Of these, nine are concentrated in Southeastern the south region/, region that verge with the main industrial polar regions makes (So Paulo and Rio De Janeiro) that BR-381 and BR-040 have as main road axles. Still one tells three occurrences in the region of the mining triangle. Amongst these occurrences, it was possible to identify that eleven of them had been related to the events of fallings and one of them related the collision, being that the occurrences who involve falling are generally associates to some type of spilling that, potentially, causes ambient impacts and damages. The accidents identified in the year of 2006 if fit in classroom 3 (Liquid Inflammable) and classroom 8 (Corrosive), for order of bigger occurrence. 6.2. Analysis of the 2007 occurrences Is possible to identify, given a total of twelve occurrences, that of these ten of them had occurred in the cities of Is Domingos of the Silver, New Union, Juatuba, Extreme, Muria, Itatiaiuu, Uberlndia, Caranda, Jampruca, Lagoon of the Silver, beyond two accidents concentrated in the city of Belo Horizonte.

Of these occurrences, six they are concentrated in the central region of Minas Gerais, being that the cities of occurrence of the accidents enclose the three main federal highways (BR-381, BR-040 and BR-262). How much to the remain of the occurrences, four are located in the south region, one in the northeast region, being these regions that make verge with the main industrial polar regions (So Paulo and Rio De Janeiro). Still, an occurrence in the region of the mining triangle is told. Ademais, became possible to identify that eight of the accidents had been related fallings and four of related them to the collisions, being that it is turned to detach it that the occurrences involving falling are, generally, associates to some type of spilling who cause ambient impacts and damages. The accidents identified in the year of 2007 if fit in classroom 3 (Liquid Inflammable) and classroom 4 (Solid Inflammable), for order of bigger occurrence. .