How to learn how to sell online

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Author: Ирина Агафонова
How to learn how to sell online

Irina Agafonova, a graduate of the 8th Accelerator FRII and co-founder of the project Brainify for personal development and design career, in his blog tells how went from 0 to 50 telephone sales in a month - and even learned to enjoy it.

I love to sell. And you?

Over the past year I have gone from 0 to 50 sales per month on the phone. Now the number of sales the Manager does, but I call every day at least 10 customers. And I think again: I do love to sell!

If you have to sell, but it is unclear where to start, start with this article. About the sales experience with 0, and funnel calls, and self-confidence. And since the whole point in detail, write in the comments your case will be dealt with.

How it all began

A year ago, the team did not want to sell no one chose me. Probably the patient. The product was ready, the sale was up to it, mainly through e-mail and content marketing, but they were uncontrollable, and wanted to understand who and why is buying your product and as such is wanting to find more.

Lesson 1. Positioning

We do a program of self-determination. Sounds good, but exactly who and what is determined is unclear.

Began with a description of our typical customer. Clients are not grading by age and sex. People with a specific problem, has the ability to solve it. These opportunities are determined by their work experience, life style, the city. We interviewed 30 current customers, understand why they product was used and identified the key “pain” of the client. That he is hurting so much that he is willing to invest your time and money.

Invest only in something that is really important. For example, allows you to:

to get more success or power or joy;
stand out among other, to increase self-esteem;
to feel protected;
to build relationship with people;
to control events in their lives.

Helps to describe the product in 2 sentences, using the formula:

The project this is <service, mob. application ...> which helps <a description of the customer segment> to solve <the client's pain>and gives <benefits for the client> with <describe your solution and technology>. [2]We did it like this:We help people who are unhappy with their work, quick to understand themselves and to understand what changes in the career they want. We do this through a set of exercises.Major clients — managers 30 yearsthat feel out of place and want more (career and life).And then the most interesting thing is how you convey the product to the target audience.Do not wait shopping on the forehead.You can't give a link to the website and say, “Here we are — come buy!” It is important to calculate how many touches with the client you must go to ripen for purchase. For example, as we have: <img width="640" alt="mediacenter_brainify_2.png" src="https://www.iidf.ru/upload/medialibrary/12a/mediacenter_brainify_2.png" height="387" title="mediacenter_brainify_2.png" style="max-width: 100%; max-height: 100%; width: 640px; height: auto; font-size: 1em;"> The stages of the funnel may be different. We have more than half of sales are tied to the call. If you are just starting out and your product has not yet established itself, it is better to sell in person or over the phone. Newsletter and content marketing require a developed brand and unique content.Hacks are at different stages of the funnel:<ol style="margin: 20px 0px 30px; padding-left: 0px; counter-reset: a 0; list-style: none; font-family: open_sanslight, Arial, FreeSans, sans-serif; letter-spacing: 0.325px;"><li style="color: rgb(102, 102, 102); position: relative; zoom: 1; margin: 10px 0px; padding-left: 44px;">First time on the website should be like a first date with a girl — tasty, easy, like without obligations, but serious intentions already clear.</li><li style="position: relative; zoom: 1; margin: 10px 0px; padding-left: 44px;">If you want to get from the user e-mail or phone, offer something valuable in return and explain why you need to take a “tax”. Better to ask something from the user at the time of its maximum loyalty. </li><li style="color: rgb(102, 102, 102); position: relative; zoom: 1; margin: 10px 0px; padding-left: 44px;">For the longest time, we chose the test task, which introduces the client product. First picked up individually on the first call requested by the customer, then replaced the call to avtoopros in the chat. The main criteria to test your product: the client must learn something new and quickly feel the benefit; see expertise; understand that it is not and everything a lot interesting.</li></ol><h3 style="margin-right: 0px; margin-bottom: 24px; margin-left: 0px; color: rgb(16, 16, 16); padding: 0px; font-size: 30px; line-height: 36px; font-family: core_sans_nr55_medium, Arial, FreeSans, sans-serif; letter-spacing: 0.325px;">The conversation with the client</h3>To start was hard. Calls I set the first task for the day, because otherwise all the time would like to save. It was difficult to name a price and to respond to negative comments. For me it was a revelation to hear your voice in writing: audible creaking of the brain in response to unusual objections and words-parasites. It really helped listening to the first calls and feedback from colleagues. We are fortunate to work with excellent experts of FRII, without them the process would be very stretched. Increase efficiency and convenient tools sales <a href="https://www.amocrm.ru/" target="_blank" style="color: rgb(0, 175, 240);">AmoCRM</a> and <a href="https://callmart.ru/" target="_blank" style="color: rgb(0, 175, 240);">Callmart</a>.As I explained myself to call? Recorded each day in a column, the number of processed leads, and increased this number by at least 1 each day. Pasted next to the computer inspirational pictures, quotes and hacks that worked out every day.Helped that I immediately recognized the kettle and collected feedback from all others. And with partner had discussed the first week of any unusual call and write down the answers.If you are just starting a sale over the phone, you can go for the main stages: <div style="text-align: center;"><iframe frameborder="0" src="//www.youtube.com/embed/tf65FUm5PU4" width="640" height="360" class="note-video-clip"></iframe> </div> 1. Preparation is the creation of the script, understanding the sales funnel (where you are the client).3. System — honing of the script and the funnel. You don't already rejoice every time a customer you “not sent”, and try to improve their work. Reduce the script, come up with new details on the stages of the funnel (emails, SMS). I don't feel constant stress and even proud of yourself. Looking for ways to improve the efficiency of the call (Hello Cialdini and Kahneman). For example, I realized that sometimes too are in the position of the client, just turn on the conversation, and to sell it does not. To avoid this, it is important to measure the result, systematically count % closed transactions (conversions from one funnel stage to another). Because conversations are conversations, and numbers are not fooled.4. The transfer of expertise. On the market there are many sales managers who know more than you and looking for a job. BUT! Often they don't care what product to sell, they are focused on money and if you have a sales unstable, can easily leave. If the product requires special expertise, the sales Manager may not have enough skills (vocabulary, knowledge of the market, etc.). We have the most successful sales Manager still works part-time, combining it with teaching.<a href="https://www.iidf.ru/media/articles/lifehacks/ot-strakha-k-rezultatu-ili-kak-ya-uchilas-prodavat/" target="_blank">Source</a>

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