Every sales professional dream of seeing each proposal presented turns into a solid and lasting contract. You too, right? Experience teaches a lot about this process of convincing the customer to close a deal, but a well-prepared trading plan is a passport to success in the beginning.
When a professional begins his work as a salesperson, following a step-by-step strategy to validate ideas helps a lot to present more coherent and cohesive proposals.
This organization is even more important if your profile is more introverted. Investing in the preparation of the trading, it is possible to mentally order the sales arguments so as not to get lost.
The positioning you establish in front of the customer directly influences the response, whether positive or not. That is why understanding each stage of the trading process is so important for success.
Each type of proposal presented requires more or less effort in relation to the sales pitch used.
Your message must be understood clearly and with the ideal tactics since the planning of the trading this objective will be reached.
If you want to improve your sales and persuasion skills, read on and learn a step-by-step guide to planning the trading and extra tips to get around possible objections. Good reading!
How to prepare for a trading
Before we get into the trading planning walkthrough, let’s go through some important topics on how to prepare for a trading.
Each approach calls for a specific alignment between subject and tone and style of language, from a simple trading to a more complex one.
To begin, it is important to establish some points in relation to the main subject of the trading:
- Have a clear and well-defined goal;
- Prepare a plan B to counter a possible negative;
- Focus on the customer’s needs to create a coherent proposal – research about it;
- Think about what orders the customer can place and know in advance what concessions you can make;
- Make a rehearsal of your sales pitch to create fix the sequence of arguments and the cadence of your speech ( hint: train in front of the mirror);
- Note the sequence of arguments in the presentation. Writing helps to fix ideas.
- In this phase of the study to understand the subject of the meeting and the client’s needs, it is worth researching efficient trading techniques and watching presentation videos to be inspired.
If you are confident about what you are going to say, your tone of voice will be confident, calm and the conversation will flow.
Tactics to engage the customer in the conversation
The client is the other side of this process and should not be overlooked when preparing for trading. After all, the objective is to involve him in the conversation, making him interact.
For that, you can prepare some moments like:
- Begin the presentation by explaining the purpose of the proposal;
- Explain the benefits of the plan offered and the value proposition;
- Clarify the customer’s doubts, always reinforcing that each point presented covers the need that the customer currently has;
- Review your plan B and respond to the client’s grant requests according to what the company can cover;
- Be prepared to improvise if you need to ask for more time to put together a new proposal.
Signs to complete the trading
Closing the presentation is just as important as the beginning. Therefore, this phase of the trading deserves attention in the preparation.
The conclusion should be a time to recap the objectives and what has been agreed so that the presentation has a closing.
So, whether to welcome the new client, or to make a second presentation, stay tuned for a few points:
- Pay attention to the client’s posture. Has he stopped the counterarguments or does he look tired? It may be the cue to conclude;
- Summarize the presentation and the agreements and use phrases like “I have in mind what we talked about…”;
- Inform the deadline for preparing the contract or the second proposal
