Know the strategies to improve your sales this end of the year

Christmas and New Year are just around the corner and, precisely at this time of the year, consumption increases, but, unlike other years, now consumers are more selective with their purchases and their choice is not always decided by the prices.

According to a study carried out by Google and Ipsos, the average sales ticket for this season will be S/ 926. The survey carried out with internet users in the country reveals that 57% are willing to purchase products in the final season. of the year and 70% plan to mix online channels and physical stores.

The end of the year parties are for two types of people: those who love to consume and those who want to take advantage of the moment by increasing their sales, In which part do you want to be?commented Randhy Balcázar, MBA, entrepreneur and commercial strategist, specialist in sales techniques.

“The world changed and the way of selling also, after the 2020 pandemic, marketing and sales evolved for 10 years, so we need to be prepared to be able to impact and retain our next client using a mix between digital strategy and strategy for your physical location, which will allow you to be one step ahead of your competition”, highlighted Balcazar.

Strategies to improve sales

Next, the specialist provides advice for the millions of Peruvian entrepreneurs to improve their income this holiday season.

• Create a winning campaign. You must analyze previously, what is your most and least profitable product of your business. Once analyzed, see what irresistible offer you are going to get that has a really impressive value proposition.
• Define your target audience. Many entrepreneurs mistakenly believe that their product or service is for everyone, however, it is not. To analyze the target public, it is recommended to use the Empathy Map that allows us to know the preferences, tastes and wishes of the client.
• Define your sales channels. If we are selling physically, we must make the store look attractive and cause more potential customers to enter the space. To achieve this, it is necessary to have offers and an intelligent distribution, for example, the products with the greatest demand at ground level and those with less acceptance at eye level.

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While if the sales are on the web, they could analyze the behavior of their consumers through a heat map. To choose which social network to promote yourself on, it is important to know which network your previously analyzed target audience is on, perhaps it is on tiktok, instagram, Facebook or YouTube.

• Generate love at first sight. This is one of the most important parts because no matter how much I sell online or physically, if I don’t generate attention with my customers, what will happen is that they will continue on to the next store or the next publication. Digitally we must work our content very well and apply the famous scroll stopper that is being given audiovisually, which is a small four-second hitch to attract potential customers.
• Invest to win. If we want to attract our target audience, we need to impact them with good advertising. It is important to work with a person who understands segmentation and the digital pattern, otherwise we will not achieve the desired result.
• Be a master of persuasion. We are about to close the sale, but the client received the information and now he does not respond, we always hear this from our clients. To make the sale come true, you have to understand that today we need to work on written persuasion (when we respond to someone via WhatsApp with intriguing words that generate emotion) and also on spoken persuasion (managing to connect with the prospect) and taking them to make the best decision.
• Close the sale. The part of closing the sale is the icing on the cake, and many sellers come this far but the client tells them “let me think about it” “I have to check with my partner” “I’m not going to buy yet” all the above sentences are objections that do not were detected by the client.

“Let’s remember that it is no longer enough to have a good product or service, if I do not have a trained commercial team and if I do not have a strategic plan that accompanies all sales actions. There are more than 20 sales closures, but surely your salespeople may know 4. Take the test and evaluate your sales team frequently”, concluded the specialist.

To learn more techniques and sales strategy, you can visit the instagram account of the specialist @randhybalcazar.

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