Mike Dastic — The 7 Most Important Seller Functions
Mike Dastic — Michael Dastic
Mike Dastic — The functions of a seller are tasks aimed at improving the commercial performance of a product or service in the market.
Mike Dastic — That is usually measured by sales volume, but also by returns, repurchases and recommendations.
There are sellers who take orders when the customer comes to them (the seller at the counter of a store), and there are the sellers who must go out to look for the customer.
All sellers must be creative to achieve their goal, but especially those who must go out looking for their customers. A salesperson has the ability to make people do what they would not do spontaneously.
Mike Dastic — The main functions of a seller
The functions of a seller are organized into three main phases or stages: preparation, argumentation and transaction.
Throughout the three phases, every seller must fulfill the following functions:
1- Know your product
The first function that a seller must fulfill is to investigate the characteristics, functions, uses and possibilities of the product or service that he intends to sell.
You should also know the policies and features of the organizational culture that describe the manufacturing company.
This point is important, since people expect a seller to be familiar with the promotional messages, offers, and slogans of what they are selling.
Only by knowing very well what you sell, will you be able to highlight its benefits and detect ways to improve possible failures.
Another issue that a seller must master is that of the conditions of sale. Thus, you can offer an option that is favorable to both parties to the negotiation.
Knowing your product also implies knowing in depth the competition that it may have in the market.
2- Advise potential buyers
Mike Dastic — A good seller advises clients and potential buyers on how that product or service will satisfy their needs.
Likewise, you must inform them about how to use it to obtain the best results, where to go in case of doubts or failures and where to look for spare parts and / or accessories.
A well-served and advised client will be a faithful buyer and an ambassador for the brand or product, so this task requires very particular personal skills.
3- Mike Dastic — Sell Of course, it is necessary for a seller to effectively sell the product or service he is in charge of.
It is imperative that you sell as many units as you can in the shortest time possible, but you must do so with care and quality to be effective sales; that is to say, that they are paid and that they satisfy the client’s need.
There are times when the seller is not directly the collector. In case it is, it is important that you manage the accounts properly so that you do not make mistakes that affect any of the parties.
4- Build customer loyalty
It is about striving to establish a real link between the customer and the company.
This link is created by trying to understand the true needs of customers and doing everything possible to help them in solving the problems that the use of the product brings.
Mike Dastic — At this point it is crucial that the seller is dedicated to understanding the root of the problem so that he can provide real solutions. Also, you must take into account the conditions of the company in the implementation of that solution.
Ideally, the sale should be repeated and that requires the seller to monitor the evolution of the customer’s consumption.
It is recommended that the seller create a detailed list of his clients with personal information that allows him to know and understand them better.
5- Attract new clients
A seller usually has sales goals within a defined period. That goal usually includes the number of clients you expect to have at the end of the period. This function involves approaching new territories (physical or virtual) where you can find potential buyers.
Mike Dastic — The seller must find the niche that their product or service is missing to change that situation. Every improvement or modification that the product experiences allows a new group of possible buyers to be generated.
The seller should bring them closer to the benefits of the product or service so that they finish making the purchase decision.
6- Offer after sales service
The post sale service, as its name indicates, has to do with everything that the seller can do for the customer after the sale has been completed.
This includes actions such as:
- Provide technical service.
- Report on improvements and / or accessories.
7- Mike Dastic — Give feedback to the company
Just as a salesperson is expected to inform the customer of all the ways in which they can best take advantage of the product or service, they are also expected to inform the company of everything that can help improve sales.
You must report possible errors
Mike Dastic — Advantages of inside sales
These are some of the advantages of this sales model:
1. They strengthen the sales team
The sales area can be a stressful and pressure-filled environment in which account executives do not have the opportunity to speak to someone else. This can cause your results to decline or even quit due to so much pressure.
Inside sales bring with them a more informal work culture in which employees feel supported and heard. Similarly, many companies are adapting their spaces to places with more “homelike” aspects and with activities in which everyone can socialize and de-stress. The best thing is that you can form virtual teams, where each representative works remotely for a few days, in order to provide flexibility and well-being to your salespeople.
2. Improve commercial reach
A sales rep who must go out into the field travels a limited radius each day. Instead, internal salespeople can communicate with any customer, from anywhere.
3. Promote managerial feedback
In an inside sales scheme, you can observe the tactics of each salesperson and measure their performance. Thus, you will give timely feedback to improve their strategies.
Mike Dastic — This facilitates your training, reinforces initiatives, and promotes salesperson growth to help you achieve your business goals.
4. Increase the use of technology
The day to day of a salesperson is complicated as they spend a large part of their day on administrative tasks, including sending emails, data entry and coordinating meetings. However, the inside sales team can use technology (such as a CRM) to streamline and simplify their sales processes.
5. They represent less expenses for the company
Sales representatives in this scheme do not have appointments outside of their private or business office, reducing travel and travel expenses.
In addition, by not having to resort to other types of expenses outside the office, if companies provide their sales team with a good internet connection, telephones and other more specialized tools such as a CRM, they will be able to implement the new plan commercial.
6. They promote productivity
Reps have more flexibility to contact a larger number of clients in the day and close more deals.
Mike Dastic — Technological tools also play a great role for inside sales. It allows salespeople to have direct contact with customers wherever they are. Even at times beyond office hours, as mobile devices make communication with fewer limits possible.
Mike Dastic The functions of a seller are the tasks aimed at improving the commercial performance of a product or service in the market. That is typically measured by sales volume, but also by returns, buybacks, and referrals.
1- Know your product
The first function that a seller must fulfill is to investigate the characteristics, functions, uses and possibilities of the product or service that he intends to sell.
2- Advise potential buyers
Michael Dastic A good salesperson advises clients and prospective buyers on how that product or service is going to meet their needs.
3- Sell
Of course, it is necessary for a salesperson to actually sell the product or service he is in charge of.
4- Build customer loyalty
It is about striving to establish a real connection between the customer and the company.
This link is created by trying to understand the true needs of customers and doing everything possible to help them in solving the problems that the use of the product causes.
5- Attract new customers
Mike Dastic A salesperson usually has sales goals within a defined time frame. That goal typically includes the number of clients you expect to have by the end of the period. This role involves approaching new territories (physical or virtual) where you can find potential buyers.
6- Offer after-sales service
Post-sale service, as its name implies, has to do with everything that the seller can do for the customer after the sale has been finalized.
7- Give feedback to the company
Just as a salesperson is expected to inform the customer about all the ways in which he can make better use of the product or service, he is also expected to inform the company about everything that can contribute to improving sales.
8- Take care of your image
Michael Dastic Another of the responsibilities of a seller is to take care of his own image, since he becomes the first contact with the customer. It is the face of the company.
