Effective communication in 2 easy steps

Step 1. Identify the predominant channel of customer perception.

Step 2. Match, shape or adapt the dominant channel communication the customer.

On this basis, it is possible to apply the following suggestions to streamline the sales process and significantly increase your chances of closing the sale.

Selling to a visual person

Some examples of expressions that could be used to sell a visual person, recognizing the same language would be:

• At first glance, you may notice is an excellent opportunity.
• Take time to look at the brochures.
• What did you think of the product?
• I agree with your point of view.
• Is it clears the information?
• Looks great with that color.
• Observe from another perspective.
• You have a window of opportunity.

Selling to a hearing person

Remember that the language should be the same as your customer and know that he speaks their language. For example:

• Sounds reasonable.
• Your opinion is very valid.
• You are in tune with their needs.
• Allow me to highlight the benefits of the product.
• I hear what you are saying.
• I am all ears.
• What sounds what I said?
• We will specifically mention characteristics.
• For people hearing more importantly, what they hear, so your best friend will always be your voice and concrete information.

Selling to a kinesthetic person

The following examples of the use of kinesthetic language expressions:

• Allow me to raise awareness about the issue.
• It is a pleasure dealing with you.
• Do you feel may be useful?.
• I see your concern.
• You will feel very happy with the purchase.
• I want to awaken their interest.
• It is possible to maintain the supply.
• You leave a pleasant taste.

Summarizing

It’s time to reinvent yourself, to make the best of you and enhance all your resources. Transform into an excellent communicator will take you to be a professional first-class sale with outstanding results. Leave behind the figure of the seller up orders and transform into a true business consultant.

The 7 mistakes

1. Believe that the price is everything and manage the same as the only sales tool. If you as a seller are convinced that without lower prices than the competition cannot sell this undeniably, the customer perceives and leaves us at a competitive disadvantage.

2. Talk, talk, talk without letting the customer really is the protagonist and the talking. Talking non-stop to let the customer know how well you know the product to get excited and buy this only leads to poor sales. The results obtained are more commercials that know to ask and listen to your customer to find out what their real needs.

3. Make circus, acrobatics and theater to sell a product or service that meets customer needs. Except for rare cases where someone wants something for pleasure rather than necessity, almost no one will buy things that do not meet a need.

4. Not taking into account aspects of customer value, as issues like the value-added or alternative options, warrants, promptness of responses are of vital importance to the customer.

5. Doing the work of sales based solely on features without providing any benefit or added value. Boring features, benefits, or sell solutions to problems.

6. Not knowing your strengths. You know get the most out your strengths as a seller along with knowing your product / service gives you competitive advantage. Increasingly, customers are more informed and no longer like before they could sell anything.

7. Not form properly. It is very common despised the importance of keeping up skills and expertise of sales. Often very often, both commercial companies focus their training efforts only on the product and its features. As we said bore the characteristics, benefits sell. Therefore, it is a mistake not to develop the commercial skills that can align customer needs with product benefits or service being sold.

In brief

Avoiding these mistakes you will see a significant improvement in your sales, and avoid losing customers and earn excellent commissions stop.

What is your greatest weakness in sales? Are you willing to continue any longer with this weakness? How long are you going to allow?

If you want to leave behind the delay in processing your unique business, it’s time you get a real workout and train guide you step by step toward closing.

Marketing has two facets, the first facet comprises a philosophy, an attitude, a perspective or orientation of the administration in seeking customer satisfaction. The second facet of marketing activities and processes is to implement the philosophy.

American Marketing Association defines marketing as an activity, process, creativity, communication, distribution and exchange of offers that meet the needs of customers, users and society in general.

Marketing involves more than a few activities of a group of people in a defined area or department. According to David Packard marketing is much more than the work of a group of employees of a department. In other words, marketing is a process focused on giving value and benefits to customers or users.

This uses the communications, distribution and pricing strategies according to show the benefits of goods and services that meet the desires of users and / or customers. Likewise, the marketing must create an organizational climate that promote the organization, understanding and cooperation of employees, management, suppliers, distributors and sometimes support from the community.

Therefore the commitment of the organization is to use motivation as a tool to bring about an environment, which transfers the ownership of employees in customer satisfaction. According to an article in Fortune Magazine, the employee is the first and the customer is after, emphasizing that happy employees create satisfied customers with their care.

Something important to be identified in marketing is the process of change, it plays an important role in concept, since it is the action that people do to give something in exchange for another (see graph). The changes do not always require money, but if you should consider some conditions that are important:

1. Must be at least two parties.

2. Each party must have something of interest to the other.

3. Each party has the ability to communicate and distribute the goods or services.

4. Each party is free to accept or reject the exchange offers.

5. And lastly, each party must agree to the change of the other party.

Changes do not always come true, sometimes not all of these conditions failing to make the switch, in other words it must meet five conditions in which there is a change. But one thing must be clear is that there is no marketing but there is a change.

In conclusion, the marketing concept combines the activities of market participants, using tools such as price, promotion, place and strategies for the product where they can meet the wishes of the other party.

The market research agency TNS and ad hoc studies will design and energizing Amadeus Lab, as well as pre-selecting members of the virtual community, to be held between volunteers who showed up last June 22 . In the first aspect casting as the experience, creativity, critical thinking and a good knowledge of Amadeus.

The initiative will begin on September 15 and the community will be active for three months until December 15. The work will develop its members as a community and drive moderate manger of TNS, who gradually expose the different topics to be discussed and planned participation tools.

Never until now had enabled technologies, so why not take advantage and take that step towards the development of products and services to customers, is the way these are made to your specifications.

In Media and Communication, we found primarily with 2 company profiles, companies that do not want to spend too much money and therefore its decision is based on the economic value of the proposal presented in the briefing and on the other companies that only look in the path, reputation and history of it.

The two extremes not are the most suitable. Currently, and especially in SMEs tends to the first profile and this can lead to surprises in the medium and long term. We live in difficult times where the budgets for marketing departments are minimal or nonexistent and therefore too limited decision-making on these issues.

Where to look

Obviously there is no special formula needed to conclude what is the ideal communications agency for every business need, but thanks again to the Internet and social network, looking for a responsible agency may use different tools to help decision of that decision.

All agencies are communicating official website and they can also be found in cases of successful development of its activity in the sector: social profiles, success stories, customer name, outstanding service, videos, campaigns … etc. A whole range of material it has developed the agency in question and that creates a sense of the possibilities and the work they offer.

Collect some data that can help when choosing a communications agency:

1 .- History: important but not decisive.

It is clear a priory that the story of an agency can be of vital importance in validating their experience and guarantees. Both nationally and internationally there are large media agencies and multi-specialty delegations. This may be a factor to be considered but should not be far from the determinant. Experience is important but we live an era of profound changes in all sectors and one of the most important is communication: the Internet has revolutionized the way we communicate: social networks, forums, online information portals … Obviously the professionals are adapting to these changes but we must emphasize the latest generation of professionals who have been born and grown up with Internet and provides additional knowledge and technological applications to professional in previous generations did not have or have had to be formed. Much less try to discriminate but the story is done from scratch and handicap should be countered that strengthen those values to future generations.

2 .- Specialization or diversification

Press and Communication Since we focus on the diversification of industries. They say that a journalist is like a sea of knowledge (knows everything) but 5 inches deep (but little of everything). We understand that implementing a communication strategy is the same for a sector to another, the method should be the same, what changes is the information and the means by which it is addressed. That’s why we specialize in keeping our entire database and updated to send the message to the journalist sector that interests us.

3 .- Results of customers: Internet helps investigate the fingerprint

As we mentioned earlier fingerprint affects everyone. Today through the Internet can be a lot of research with little effort. You can search for information created by the agency itself and for its customers. Knowing these and their impact on the means one can make a previous idea that ultimately the work of the agency.

Agency communication should be transparent on these issues and provide the results of their work.

4 .- The head of account: choose the person responsible, not the agency

Managers often complain that once the bill passed the contest is held by other persons or communications that do not know or have met during the process. It is important during the selection process of agency communication submitted to the Head of communication as he shall manage and develop all corporate information. It is not worth the director of this agency throughout the model and the results of other clients with the personalized briefing if the end is a completely different person and other ideas carried out by the strategy. It chooses the person responsible, not the agency.

5 .- The importance of our agency account

Although it is difficult a priory to be certain on this point during the selection process can pay attention to the position you occupy in the total customer portfolio. The attention paid, monitoring, and ultimately contact the dedication and availability of communications officer. His ties to the company, its degree of involvement. It is not something tangible in ways or documents, but during the selection, process could be measured with the proposals and the plan.

6 .- Social Networks (FB, Twitter, LinkedIn, YouTube, Flickr, forums, blogs …)

Today it is essential to creating a communication strategy to think of Social Media. You may be given greater or lesser impact on the figure of the Community Manager (FB social networks, Twitter … etc) but the impact on digital media it is controlled and monitored. This is the online reputation or fingerprint is that, thanks to the Internet, a company but not being aware of it is always busy, always able to talk about it and a communications agency should manage and respond to prevent crisis.

7 .- Price

As mentioned at the beginning is now one of the most determining factors when selecting an agency and we understand that it should be. ROI not only for getting the communication agency but by the responsibility that comes with being responsible for what they say and talk to the outside of a company.