Aprende a vender tus productos y servicios como un profesional

Aprende a vender tus productos y servicios como un profesional

Muchas personas creen que vender es solamente tener un producto genial, negociarlo, bajarle el precio, dar ofertas tipo 2 x 1, promociones y demás.

¡Y NO, eso no es vender!

Para definirte la acción de vender voy a citar a unos de mis mentores:

Vender es un acto de amor porque estás ayudando a otra persona a solucionar sus problemas, necesidades y/o anhelos.

Siendo sincero, he notado que una gran porción de emprendedores posee creencias limitantes respecto al acto de vender. Incluso creen que vender es un sinónimo de robar o incluye actitudes de habilidad, tramposería o manipulación.

Y, si bien es cierto, estas características eran del vendedor de los años 80, que buscaba vender a toda costa a punta de agresividad y gritos.

Actualmente, los vendedores buscan conectar con cada persona para crear una relación a largo plazo. Y a través de este vínculo le brinda un producto o servicio que mejorará su vida.

Por eso, quiero enseñarte 3 sencillos trucos que he implementado a la hora de vender y han dado grandes resultados.

El primero paso que debes dar ahora mismo es: Conocer tu producto

Seguramente me dirás: Bueno, Leo, pero es que yo cree mi producto desde cero porque este es mi emprendimiento. Claro que me sé todo sobre él.

Aun así, puede que no sepas tanto como crees como otros beneficios anexos que tu cliente te ha dicho que percibe y que tú no has notado. Incluso otras cualidades, pros, contras e incluso amenazas.

Por eso, te invito a que inicies el primer ejercicio. En una hoja de papel empieza a escribir todo referente a tu producto/servicio que esté relacionado con:

  • Cualidades.
  • Precio.
  • Rango de ganancia.
  • ¿Cómo me hace sentir mi producto/servicio?
  • Bondades.
  • Características.
  • Beneficios.
  • Su valor diferenciador.
  • Debilidades (puntos de mejora).
  • ¿Me veo vendiendo este producto/servicio en los próximos años?
  • ¿Realmente ayuda a mi público?

Sin remordimientos, colócalo todo tal cual en el papel y luego pasamos al siguiente paso. ¿Listo?

Ahora sí, es tiempo de trabajar en tu imagen

Chicos, la imagen va más allá de lo físico. Es más que vestir un saco, ir formal, maquillarse o estar guapo para ciertas presentaciones.

Todo va más allá de eso porque la imagen es un compendio entre lo físico y tu mentalidad.

La mentalidad que tu tengas forma parte de tu imagen, porque si tú no te sientes bien contigo mismo eso lo vas a transmitir. Y las personas se van a comprar esa idea.

Comienza a pensar cuáles son esos defectos o puntos de mejorar que crees deberías cambiar para mejor.

Aquí inicia la siguiente actividad. En la misma hoja, porque dejar todo por escrito es importante, y anota “Qué defectos CREO que tengo”, ¿va?

Como una lista. Luego, al lado del “defecto” vas a describir tu solución para ello, ¿sí?

Esto te va a ayudar a exteriorizar la inquietud que tienes acerca de ti. Ahora bien, si eres de los que van diciendo por la vida que presentan baja autoestima y se autocompadecen, en vez de prepararse, leer libros, citarse con el psicólogo y no crear un plan de acción para que esto se solucione; entonces, estarás activando el autosaboteo.

Último paso, pero no menos importante: Combate las objeciones

Aquí quiero preguntarte algo: ¿En qué momento tú combates las objeciones de tu producto/servicio?

Tal vez lo primero que se viene a la mente es cuando el cliente se presenta con alguna inquietud. Por ejemplo, si el cliente se queja del precio (porque está muy caro), le respondes de cierta manera. ¡Y esto es genial!

Sin embargo, las objeciones se combaten antes de que el cliente las haga. Digamos que una de estas es que tu producto es muy caro, por eso en tu sesión de venta debes incluir la declaración de los beneficios, características y bondades que incluye.

De hecho, existirán personas que verán el precio tan elevado, pero al notar todo lo que incluye lo comprenderán.

Eso sí, nunca esperes que el cliente te diga que el producto es muy caro para darle una promoción o un descuento “especial” por no querer perderlo.

No vayas por la vida prostituyendo tu producto/servicio. Y cultiva la mentalidad de “este es mi precio. Esto es lo que vale. NO debo/tengo que rebajarte mi precio porque es mi trabajo y esfuerzo. De aquí vivo, literal”.

Entonces, te recomiendo muchísimo que empieces a ver qué acciones y hábitos mentales tienes que te impiden crecer al momento de venderte. Si eres de los que aplican el regateo o se la pasan vendiendo barato no te permitirán posicionarte a largo plazo.

La persona que vende caro es porque está vendiendo calidad, pero si tú posicionas la marca como barata no existirá rentabilidad por ningún lado.

Bonus: ¿Qué habilidades te faltan aprender?

Esta no estaba planeada, pero aun así quiero compartirla.

Las habilidades son elementos anexos que nos ayudan a mejorar el desarrollo a cualquier nivel de vida. Por eso, te invito a que comiences a ver las habilidades de las personas que admiras para que puedas aplicarlas en ti mismo.

Tal vez sea ser más elocuente, seguro de ti mismo, trabajar los nervios, etc. Luego, establece tácticas para lograrlo y ponte a trabajar en ello.

De hecho, tuve una clienta que era tan nerviosa que le mandaron a hacer un curso de actuación para que lograra vender mucho más. Y, aunque era algo que no tenía nada que ver con su nicho, le funcionó y aportó una mejoría en su desenvolvimiento.

Recuerda que puedes visualizar esta entrada en su formato vídeo. Aquí te dejo el link.

No olvides compartir este post si te ha servido de ayuda y si tienes dudas puedes dejármelas en la sección de comentarios donde te las responderé con gusto.

¡Nos vemos la siguiente semana!

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