Page 105 - Livro_Inglês

José Paulo – Ideal Decision José Paulo – Ideal Decision

It is also essential to be diligent with the design, always offering attitude and nice communication skills, with words that lead to a
something nice and pleasant, because people like good things. Usa- negotiation.
bility must also be observed, it must be easy to use and to convert. Another important point is the selection and recruitment of
It is important to use mental triggers in your texts and website. salespeople - having a good team. A company is no more than a
Also, demonstrating credibility, showing you are a reference in group of people, so the selection of exceptional people is what will
your segment and to have social proof of it, like people talking generate exceptional results. Also, training and recycle these peo-
about you and your business, other professionals referring your ple; training to develop skills and recycling because from time to
service or product, customer’s testimonies and, last but not least, time, people loose skills. Aside from that, it also helps keeping the
success cases. team motivated and full of energy to move forward.

Also, pay attention to your “CRM”, which is a crucial contacts
2nd Pillar - Sales and possible customers management tool. Make sure nothings gets
left behind by constantly updating it.
You must turn your company into a sales, assets, and receptors
machine, with recurring incomes. The first strategy must be to
focus in converting contacts into businesses – every person who 3rd Pillar – Production
accesses your webpage or social media must be converted.
You must combine maximum operational efficiency with a high
You need to define the sales channels you want to operate. The- delivery rate and a lean structure, as well as well-defined methods
re are several types of channels, such as the call center, e-commer- and procedures for everything. To do so, stablish patterns because
ce, sales representative, franchising, among others. After that, it is this will set the bar for the performance people should have.
necessary to define the sales process, the step-by-step cycle of every
channel, from prospection to closing the deal. Then you need to In addition, you must have everything under control, as only
make the steps of the Sales Funnel clear, as well as to know how what can be controlled can be measured and only what you can be
many steps there are - there are steps like this one that relate to measured and guided can have a good result.
pillar number 1, about Marketing. You must also dedicate to planning, because one planned hour

Other than that, it is essential to standardize and validate the is worth more than ten worked days. For example, it is a lot easier
language that your sales professional will use to be able to con- to erase the blueprint of a house than tearing down a wall, which
vert the contact. Be careful with the Personal Marketing of your means planning is crucial to avoid rework and unnecessary costs.
salesman. He needs to have a good posture, attitude, and commu- Quality must come before productivity, after all, you must be
nication skills to be able to sell – he needs to sell his own image certain you will produce something excellent. Imagine otherwise,
before he can sell the product. The posture is connected to the way to produce a lot with low quality, you would only have rework and
he dresses; how he introduces himself to clients; have a positive loss.

104 105