Process of selling

Sales cycle
The sales cycle about how to manage the leads.

Following an advice when I went to my hometown was to get more academic about sales, and read books and watch talks about the topic of selling. When I was young, my dad took me to a business seminar about selling and how to sell. So following that advices, I decided to get into it and start researching. This haven’t been the first time I have try to do this research and I found great podcast, and even if the podcast was interesting, it came to a close.

This time around I went to youtube and found the guy I once watched as a younger guy and was able to watch all their videos from their sales video seminar. One of the things that I like were the following:

  • Clear explanation of the steps
  • Methodological process of the sales
  • Requirements
  • Case studies

Watching the guy perform the scenarios really gave me an input into failed scenarios that I can relate, and how to approach them. Some of the cases depended on phone sales, face to face, written sales. The process described however the same pattern, something called AIDA. Preparing some key areas making potential closes.

  • Sales AIDA
    Curves and process of sales

    Attention – Getting your costumer attention.

  • Interest – Stimulate their interest
  • Desire – Generating a desire for the product
  • Action – lead your costumer into a purchase action

This makes also a psychological flow of high and lows on the consciousness of the client and how to develop a pitch around these flow of emotions. Understanding what triggers these emotions is key to be able to have a competitive sales pitch. Understanding the time management such pitch has to implement is key since one step depends on the next one so close by. [1] [2]

The distribution of the time and be able to move on needs to be cover by a series of moments that can guaranteed the sale. This is where open and close questions enter and cover your pitch with such also needs to happen. Practicing and tinkering such pitch will lead until the next step which is the acting and making it more natural and conversational. That way we also learn a series on techniques depending on a category of clients that exist.

Other topics include:

  1. Closing techniques
  2. Deal with objections
  3. Producing leads
  4. Features and Benefits

I will talk about them as a I go along the review of the videos.

 

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Documentation meetup at IRC

So today I am live blogging my meetup with the guys from the OpenOffice.org Spanish documentation project. We will try to re-define the process to have a better implementation of the process that we use for documentation.

-0:20  First atendee came through to the meetup.
-0:15 Most of the attendees came through already mostly the part from Spain, we still waiting up on some of the guys from latin america.
-0:07 First atendee from latin america came on.
-0:05 I announce the meeting to start in 5 minutes.
0:03 We start the meeting
0:05 First atendee talked about the status of the site, and the current process. He agree the current process is fine.
0:07 The proponent asked about the orientation of the site should be focused on contributors or admins.
0:11 Discussion about who is right.
0:14 Last atendee came on the meetup.
0:18 Re introduction of the other question regarding colaborators or content.
0:20 Discussion about templates
0:25 Talks about the possible migration to Alfresco
0:30 Question the validity of the list to manage the whole project
0:33 Talk about the possibility to selfassign documents
0:35 Discussion about new and more documentation and how will it affect/benefit users
0:40 Talks about new documentation to explain changes.
0:45 Discussion about a template/guide for localization
0:49 Discussion about the weakness of the security on filesystem level  (any member can delete anything)
0:52 Call for conclusions
0:59 Call for a follow up meetup
1:01 Call for simplicity
1:04 Call for census and list the active members
1:09 Discussion about pulverization of information (wiki, website and worksite)
1:17 Disucssion on the use of the wiki versus website
1:23 Call for archieving up the documents on the website
1:34 Call for a ToDo list (agenda)
1:39 Agreement on Wiki
1:41 Call for conclusion ( clean up the website, list active users, create HTML interface for website, new follow up meetups with agenda)
1:45 Discussion about listing the users
1:46 Meetup wrapup

I think the meeting was somewhat productive, personally I think that we have different way of working together. Some volunteers are focused on a top down reeingneering while others work on incremental changes. Without a mediation on this barrier I think both parties will become frustrated and might missinterprate the discussion.