In our commercial activity in the world of business, considering that ours on many occasions is "Personal Selling", everything starts with:

The Contact | The Introduction with the Client - Sales Techniques, which is precisely the title of this article-video.

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This video continues with the development of something so transcendental in the Business World, such as Advanced Sales Techniques.

Someone as distinguished as Mahatma Gandhi said when talking about the importance of the figure of the Client in the Business World, the following:

"A Customer is a most important visitor on our premises.
He is not dependent on us. We are dependent on him.
He is not an interruption to our work. He is the purpose of it.
He is not an outsider in our business. He is a part of it.
We are not doing him a favor by serving him.
He is doing us a favor by allowing us to do so."

Therefore the Sale objective in the Business World is:
01 - Make Clients.
02 - Increase the number of Clients.
03 - Increase the degree of customer satisfaction.
04 - Because whoever has a Client already has a Business.
05 - Since you can have buildings, machinery, qualified personnel, good suppliers, financial assets, and more ..., that if you don't have clients or they are disappearing, it is a matter of time "short time", that you will no longer have your business.
06 - Large and renowned companies, perhaps did not take this into. account and disappeared ...
07 - Therefore, it is clear that the Customer is the reason to be of the Business.
08 - He who has a Client has a treasure, as they say.
09 - Because whoever has a Client already has a Business, could have more.
10 - The one who loses Clients will soon be “DEAD”, commercially speaking.

We are already entering again in the development of Advanced Sales Techniques. We had talked in the last Video on Sales Techniques, that one way to develop these techniques could be through the Analysis of the
.

This process is developed by Stages and starts with:

Stage I - The Contact.

We could say.., this Stage could be summarized as the time needed to create a positive atmosphere with the customer and awaken interest in our sales presentation.

It is time to develop the salesperson's social skills, expressed in what is called the short-term and long-term Contact Ability of the sales professional.

And what is Short-Term Contact Ability? It is the ability that the Professional has so that his person or personality does not influence negatively, and yes, positively, in the attitude, in the disposition that the client adopts towards his product offer and conditions, and all this in the Short Term.

We have spoken that men of the nineteenth century and of earlier times was fundamentally emotional/rational, while men of the twentieth century, XXI century, .. "wow, how have the centuries run lately"; .. it is, it should be, rational/emotional, and that is the great topic of the humanity of the 21st century because we all think that we are already rational/emotional when many of us can still react more as emotional/rational than as rational/emotional.

For all these reasons, the first minutes we spend with a new client are usually crucial. There is a saying that goes like this: "You will never get a second chance to make a good first impression."

This leads us to express that: likewise, a client can reject an objectively good offer for emotional, sentimental, illogical reasons, that is, not logical.

Therefore, it would be good to establish a relationship based on key aspects, which the sales professional must maintain, especially in the short term, to develop good short-term contact skills.

We are going to relate them and then whoever wants could self-evaluate in those Aspects, 12 in total, following an evaluation system that I will indicate.

01 - Physical appearance.
02 - External behavior.
03 - Appropriate vocabulary.
04 - Listening / Speakeaking Ratio - The Pareto Law 80% / 20%.
05 - The Direction "focus" of the conversation towards the interests of the client.
06 - Avoid criticism.
07 - Avoid open contradiction.
08 - Avoid hurting susceptibilities.
09 - Empathy.
10 - Avoid excessive pressure.
11 - Sympathy.
12 - Friendliness.

Many may consider this to be obvious.
But how many always take them into account?

Evaluation: We are going to follow a Self-Evaluation System that consists of giving from 1 to 5 points to each of the 12 Aspects of the Short-Term Contact Ability, giving me 1 point if I am wrong and 5 if I am perfect. The demanding high average will be 3.5 points.

Limit when adding the scores, 12 Aspects × 3.5 = 42 points. Scores below 3.5 for personal, professional improvement goals. If you want, Pause the Video and Self Evaluate.

Did several Aspects come out below 3.5? If so, should they be Personal Improvement Goals? ... so... YOURSELF.

Now I would like to propose a question: What factors positively influence our client BEFORE and DURING the first stage of The Contact?

For clarification, the question is: How to get off to a good start with the customer? If you want, Pause the Video and then some suggestions come.

PAUSE

For the BEFORE the interview:
01 - Nothing replaces a thorough Preparation.
02 - Therefore, a Good Interview Preparation.
03 - Achieve Good and Extensive Information on the Person and their Situation.
04 - How am I going to Motivate and Justify our Interview with the client?
..and more.

and now for the DURING the interview:
01 - Punctuality.
02 - My Image, the right one for the specific situation.
03 - Look at the face, the eye contact, but not intimidating.
04 - Convenient friendly smile.
05 - Know how to listen and never interrupt.
..and more...

In future Articles-Videos, we will expand and deepen the different Stages and Techniques to be used in the development of Modern Advanced Sales Techniques.

Thanks, best regards.