today I want to write about something really important in a company ” great salespeople and their skills ” because through this person the sales grow up .
DRIVE , DISCIPLINE , RELATIONSHIP – BUILDING SKILLS
what sets great salespeople apart from all the rest ?
4 talents and these talents are :
disciplined work style
the ability to close a sale
the ability to build relationships with customers : the most important talent ¡¡¡¡¡
1- intrinsic motivation – “differents things drive different people ” but one thing in common of all great salespeople ” an unrelenting drive to excel ” that means to be extremely good at something . It could be shaped and molded but it couldn t be taught . The sources of motivation varies .
2- disciplined work style – whatever their motivation , if salespeople aren t organised and focused and also if they don t work hard they can t meet the demands of customers .
Nowadays , salespeople should have differentiation for being differents from the rest .
They are tenacious about organised plans and follow through in a disciplined way . The top sellers rely on hard work not luck but luck happens to the best salespeople when they get up early and they work late , stay up till 2 in the morning working on a proposal ………
3- the ability to close a sale – NO CLOSE , NO SALE ¡¡¡¡ 😉
Great closers are like great athletes . They re not afraid to fail and they don t give up until they close . They have a high level of self-confidance and believe that they are doing the right thing .
4- the ability to build relationships with customers – top salespeople are customer -problem solvers and relationships builders .
they have an understanding of their customers ‘ needs . The terms which are importants to build are : empathetic , patient , caring , responsive and good listeners and also even honest
SEE THE WORLD THROUGH THEIR CUSTOMERS ‘ EYES ¡¡¡¡¡¡
Oggi parlerò della Mostra del Made in Italy graphic design , creatività e ed esperienza . Una gita scolastica di ieri ¡¡¡¡¡¡
ha avuto luogo nel Palazzo Quintanar a Segovia dall’ 11 dicembre 2015 al 28 febbraio 2016 e quindi finisce oggi ¡¡¡¡ mi è piaciuta moltissimo perché è un rapporto del passato ma pensando al futuro , eh si , facevano le cose pensando al futuro . Un ottimo disegno prima di arrivare a fare il prodotto , il disegno rimane nel cervello prima che diventi visivo e lo sia per sempre .
prima di arrivare al Palazzo ci accoglie l’Acquedotto di Segovia che ci riceve tutto imbiancato e affollato di turisti venuti da ogni parte …….
Alla fine “eccoci al Palazzo”
La meravigliosa Mostra del Made in italy è con noi, sponsorizzata dall’ Istituto di Cultura italiano di Madrid , dal Palazzo di Quintanar , da Caja rural di Segovia , dalla Junta de Castilla y león e dall’ AIAP (Associazione italiana di design ) . Il Made in Italy rappresenta un importante momento per promuovere a livello culturale l ‘Italia , è un vero omaggio ai nostri insegnanti dell’arte grafica italiana oltre a voler comunicare e interpretare la realtà in un modo visibile . ‘E un’ identità sociale, economica e culturale dell’ Italia del secolo scorso .
questa foto della Lambretta – per Heinz waibl . 1959
ai tempi di mio nonno ………………
Un ottimo disegno ci emoziona , contribuisce alla bellezza e supratutto aggiunge un valore alle cose che utilizziamo , agli spazi dove abitiamo etccc
volevano riuscire “tutto sia un successo con una vera qualità e un buon gusto ” .
ieri ho scattato le foto più rappresentative per me :
Buoni motivi per stare a casa
Giancarlo Iliprandi . 1963-1971
Questi buoni motivi per godersi una cucina : fa un freddo cane e ce ne restiamo a casa , il piacere di stare in casa : ti amerò sempre, stiamo in casa , lasciarti non è possibile stiamo in casa , ti voglio bene stiamo in casa , chi non mangia non lavora stiamo in casa , tira vento da 3 giorni stiamo in casa …………………………..
La mano di un uomo in cucina
erano persone creative e pensavano che entrambi (uomini e donne) sarebbero stati in cucina – una tendenza futura –
Questo cuadro è di Giancarlo Iliprandi . un cartello di Arflex 1970 . “Aggressività e violenza dell’ uomo nei confronti dell’ambiente.
Questo cuadro ci rappresentava Il Natale : invece di usare le cose tradizionali , volevano trasmettere nuovi concetti , nuovi colori etc
” Lo bonito de lo cotidiano ”
Visionari nel loro tempo
Questo cuadro quando lo guardavo , mi ha fatto venire in mente gli emoticon che si usano adesso per comunicare via telefonino , etc ….
Coperture e cartelli – Giancarlo Iliprandi 1963-1971
Mobili componibili per cucina Boffi arrendamento
mi ha fatto pensare al simbolo della rivista GQ
Giulio confalonieri . annunzi di Boffi 1966-1967
Una mela creativa di Silvio Coppola
lo psicodelico : copertine di design house guzzini 1971- 1972
Guzzini ha progettato la luce insime all’ arte pop ¡¡¡¡¡¡
e dopo aver visto il disegno dei visionari degli anni 50 -70 , ce ne siamo andati a mangiare ….. che cosa c è da mangiare ??
La proposta del Ristorante Da Mario nella stessa città coperta di neve .
antipasti : Burrata con pomodoro secco e pesto . La burrata viene dal sud dell’ Italia e perché si chiama così ? è una consistenza schiumosa simile al burro ( burro = mantequilla ) .
ho scelto “il calzone di Mario ” : UNA SCELTA MOLTO BUONA ripiena di funghi , formaggio , pomodoro e prosciutto .
Dopo aver mangiato , una bella passeggiata ma fredda per scoprire i posti belli di Segovia .
Io e Antonio Machado per concludere il mio post . ….
Statua dedicata alla sua figura in commemorazione del giorno del libro ; a Segovia c è il Museo dedicato alla sua figura .
2 POSTS in the same day , 2*1 . I think that it s important to know the buyer decision process for a long -term relationship. ( i said it previously : selling process vs marketing process ) . Marketing is our diary routine .
well , how consumers make buying decisions ? we have 5 stages that a good marketer must know 😉
evaluation of alternatives
post purchase behaviour
A good marketer must focus on the entire process not only on the purchase decision .
we start with the “need recognition” – it has to be a need or a problem for buying a product ; this need or problem can be triggered by internal stimuli and external stimuli . Here , the marketer should research consumers to find out what kinds of needs arise .
after that , the information search : nowadays there is much information by internet but if a satisfying product is near , then one person goes to buy it . Several sources that must know a marketer : personal sources such as family , friends ; commercial sources such as sales people , advertising , displays ; public sources such as mass media ; experiential sources such as people using the product .
for ex if I m interested in buying a tool for cleaning my skin : I can see advertising in the media and that product can be good but if one person give me an experience about it I LL BUY THAT RECOMENDED EXPERIENCED BECAUSE I CAN TRY THE PRODUCT .
The marketer must prospect for having knowledge of the brand and they should ask about how a consumer heard about it m what information they received , what importance they place on differents information sources . A PRECISE STUDY ¡¡¡
in the evaluation of alternatives we must know that a consumer sees a product as a set of product attributes (quality , price, ease of use , size of travel )
there are different degrees of importance to different attributes according to his /her unique needs ; the brand image is important too ; total product satisfaction is evaluated .
the marketer must predice which product one person will buy and should study buyers to find out how they evaluate the brand . If they know what evaluative processes go on , they can take steps to influence the buyers decision .
the storytelling can be a method for changing the influence of people because it will give experiences lived that the competitive companies don t make it .
the most preferred brand , when the consumer buys the product .
here , we must pay attention on purchase intention and on purchase decision because purchase intention can change for the attitudes of others and the purchase decision can appear unexpected situational factors for ex other purchases may become more urgent .
post purchase behaviour VERY IMPORTANT ¡¡¡¡
The job of marketer doesn t end when the product is bought because the consumer will be satisfied or dissatisfied – THE IMPORTANCE OF MARKETING – LONG TERM RELATIONSHIPS
what determines wheter the buyer is satisfied / dissatisfied with the purchase ?
the answer will be the relationship between costumer ‘s expectation and product ‘s perceived performance .
consumers base their expectations on information they receive from sellers , friends .
NO VENDAS POR VENDER PORQUE SERÁ UNA VENTA A C/P ¡¡¡¡¡ NO LO OLVIDES 😉
Why is it so important to satisfy a customer? such satisfaction is important because a company’s sales come from 2 basic groups : new customers and retained customers . It usually costs more to attract new one than to retain the current one and which is the best way to retain it ? to keep them satisfied because they will buy again and talk favorebly to others about the product and pay less attention to competitors and advertising .
the aim is a delight customer ¡¡¡¡¡¡
attention ¡¡¡¡ to a dissatisfied customer too because gripes to 12 people whereas a satisfied customer tells 3 people about a good product experience .
If this post it s useful for you I hope you will share 😉
today I want to speak about something useful to survive and that many companies operate without it , without that plan because the managers are so busy that they haven t got time for planning and they think the planning is only for a large company . IT S A MISTAKE TO THINK IT ¡¡¡
Some companies prepare annual plans but the annual plan deal with the firm ‘s current businesses and how to keep them going BUT it s different to the strategic plan why? because this plan involves adapting the firm to take advantage of opportunities in its constantly changing environment .
For this reason it s important (something key) a strategic planning ¡¡¡¡¡
In detail the steps in a strategic planning are :
defining the company mission – it s time to ask about what is our business ? who is the customer ? what do consumers value ? what should our business be ? FOR ANSWERING THESE QUESTIONS , we must develop ” a mission statement” – it should be “market oriented ” and why? because a market oriented mission statement defines the business in terms of satisfying the basic customer needs . (marketing process always in mind ) . For ex. we have a company ORIFLAME where the product oriented definition would be “we make cosmetics” and the market oriented definition would be we sell lifestyle success and status with experiences and dreams . There are few companies which are visionaries companies and what is a visionary company? a company that set a purpose beyond making money and that purpose is for instance “making people happy” .
Setting company objectives and goals – for each level of management . they should be as specific as possible because it s not the same “increase our market share ” than “increase our market share to 15% by the end of the second year ” .
Designing the business portfolio – what is the best business portfolio ? the one that fits the firm ‘s strengths and weaknesses to opportunities in the environment . Then , we must analyze A) “our current business portfolio and decide which should receive more , less investment ” and for this analisis there is a wonderful tool “BCG ” where we see on the vertical axis the market growth rate (a measure of market attractiveness) and on the horizontal axis the relative market share (a measure of company strength in the market) (STARS , CASH COW , QUESTION MARKS AND DOGS) B) develop growth strategies for adding new products or businesses to the portfolio – where we put on the vertical axis existing markets and new markets and on the horizontal axis existing products and new products . The first strategy would be “market penetration” for ex making more sales to current customers without changing products . how? cutting prices or getting to more stores . The second strategy ” Market development” for ex identifying new markets for its current products how? making a market research , a review of new demographic markets or new geographical markets. The third strategy ” product development” modifying the products to current markets for ex new styles , colours …. and lastly , ” diversification”
Planning , marketing and other functional strategies where all of departments must be interrelated ¡¡¡¡¡ The role of marketing is very important in the strategic planning of a firm as I said in the previous post SELLING PROCESS Vs MARKETING PROCESS always TO DELIVER CUSTOMER VALUE AND SATISFACTION .
I hope that this post is to be liked . in practice please ¡¡¡¡¡¡