7 técnicas de vendas da WISE UP

Summary

In this video, the speaker outlines seven sales techniques from Wise Up, sharing insights to help enhance sales performance. These techniques emphasize the importance of building connections with potential clients, asking insightful questions, and creating a commitment to purchase early in the conversation. Key points include using names to establish rapport, 'vaccinating' clients against objections, structuring a compelling sales pitch, and using pricing contrasts to highlight value. Additionally, the speaker stresses the importance of obtaining referrals post-sale to keep the sales funnel active and ensuring client satisfaction throughout the process.

Takeaways

• 😀 Always introduce yourself and your business briefly and clearly, focusing on the value you offer.
• 😀 Building rapport is essential; frequently use the customer’s name and ask about their needs or profession to establish a connection.
• 😀 Address potential objections upfront, asking questions to gain a commitment before they arise.
• 😀 Craft your pitch to align with the customer’s personal goals and aspirations, making it relevant to their needs.
• 😀 Use contrast to demonstrate the long-term value of your product compared to alternatives, highlighting its affordability.
• 😀 After closing a sale, ask for referrals immediately while the customer is still positive about their purchase.
• 😀 Make the referral process easy by providing the customer with a message template to share with their contacts.
• 😀 Validate the customer’s decision post-purchase to reinforce their satisfaction and ensure long-term loyalty.
• 😀 Focus on building trust with the customer at every step, from introduction to closing the sale and beyond.
• 😀 Acknowledge that objections are natural and preemptively manage them to prevent customers from backing out of a deal.
• 😀 A successful sales strategy should involve multiple touchpoints, including connection, commitment, and post-sale engagement.

Q & A

What are the seven sales techniques shared by Flávio Augusto in the video?

The seven sales techniques shared by Flávio Augusto are: 1) Presentation, 2) Connection, 3) Vaccinating the customer, 4) Speech, 5) Closing, 6) Referrals, and 7) Validation.

What is the purpose of the 'Presentation' technique in the Wise Up sales method?

The 'Presentation' technique is about introducing yourself and your company to the prospect in a brief but impactful way. It aims to provide a quick overview of your product's benefits and establish credibility before advancing in the conversation.

How does Flávio Augusto recommend connecting with a customer during a sales conversation?

To connect with a customer, Flávio recommends repeatedly using the person's name throughout the conversation and asking questions about their work and personal interests. This creates a bond and encourages the customer to share more about their needs and experiences.

What does it mean to 'vaccinate' a customer, and why is it important?

'Vaccinating' a customer means addressing potential objections before they arise. By confirming the prospect's urgency and willingness to proceed, you minimize the chances of them using excuses to avoid making a decision, ensuring they stay committed.

Can you explain how the 'Speech' technique works?

The 'Speech' technique involves crafting a persuasive narrative that aligns the product with the prospect's needs, values, and desires. This includes helping the customer envision how the product or service can enhance their life, creating an emotional connection to the purchase.

What is the 'Closing' technique and how does it relate to pricing?

The 'Closing' technique involves comparing your product’s price with the conventional market price to emphasize its value. By contrasting the cost of a traditional course with the price of your offering, you can demonstrate how much more affordable and beneficial your product is.

Why is asking for referrals crucial in the sales process?

Asking for referrals is important because it helps expand your customer base by leveraging the trust of satisfied clients. By asking customers to share their contacts, you ensure that new leads are generated through positive word-of-mouth from trusted sources.

How does Flávio Augusto recommend requesting referrals from a customer?

Flávio recommends asking for referrals immediately after closing the sale while the customer is still satisfied. He suggests being assertive, requesting the customer to provide contacts, and even assisting them by sending a message on their behalf to ensure the referrals are made right away.

What does the 'Validation' step involve in the sales process?

The 'Validation' step involves confirming that the customer is satisfied with their purchase and that they feel confident in their decision. It ensures a positive experience, solidifies the relationship, and prepares the customer for future referrals.

How can the customer experience improve with these seven techniques?

By applying these seven techniques, salespeople can improve their interactions with customers, create a sense of trust and urgency, and provide a more personalized and efficient service, ultimately leading to higher conversion rates and customer satisfaction.