Sell without selling

Today, selling is not like it used to be. What used to be easy to convince customers has become a very cumbersome journey, leading many companies to upgrade with sales teams that know their potential customers and take the time to understand their needs in order to propose really attractive solutions.

There is no perfect recipe, but I believe that with the following steps you can get there:

Step 1: Know your potential customer.
It is not only about market segmentation. It is necessary to go deeper to understand how the customer behaves, what his preferences are and what problems or gaps he faces. The customer is the center, the most important thing and the key to a successful close. Use these questions as a guide:

What motivates my potential customer?
What problems is he trying to solve today?
How does he make his buying decisions?

Step 2: Engage with the right words
Using the right words doesn't mean using buzzwords. The key is to speak directly to what the customer wants and needs. This is called authentic communication.

Step 3: Identify the need
Not all customers have their needs identified. Needs are often meticulously uncovered by accompanying the customer on a path of self-discovery. Educating through blogs, videos, case studies and webinars is an effective way to reach them without selling directly.

Step 4: Offer solutions
Identifying needs is just the beginning. Offer valuable solutions that solve specific problems, even if they come at a higher cost. Support your proposals with testimonials and past projects to demonstrate your commitment and excellence.

Step 5: Create opportunities
Closing a sale is crucial. Create specific, attractive and accessible opportunities for the client. Maintain constant communication to make them feel special and trustworthy. Offer exclusive promotions, demos or complimentary consulting to motivate customers to take the final step.

In short, putting the customer at the center and understanding them is key to selling successfully. This way, you can help them identify their needs, offer unique solutions and establish long-lasting, mutually beneficial relationships.