Definición de la venta efectiva

How do you sell your vision in the digital world?

In the fast-paced world of technology, it's not enough to have brilliant ideas or outstanding programming skills. To transform an idea into a commercial success, it is vital to master the art of selling that vision. This section will guide you through the key aspects of becoming an effective salesperson, focusing on how to deliver value and customize customer propositions.

What does selling really mean?

Selling goes beyond the simple transaction of goods. It is about delivering value. By communicating the value of your product or service in a clear and personalized way, you ensure that you capture the attention of your prospects. This approach is reinforced by the urgency to provide quick responses in today's digital age.

A clear example of this is when you are contacted by WhatsApp: responding immediately and personalizing benefits can be the difference between closing a sale or losing it to a faster competitor.

What are the challenges of selling as a programmer?

For programmers, facing the challenge of selling can seem overwhelming. You're adept at communicating with machines, but connecting with people requires different strategies. Here are seven common dilemmas, organized by priority, that could be hindering your sales efforts:

1. Not knowing how to close the sale: Closing is a culminating process where you personalize your presentation and assess whether the customer is ready to buy.

2. Lack of clarity in the value proposition: It is vital to identify and communicate the most valuable elements of your product. Focus on two or three main features that highlight its benefit.

3. Lack of listening to the customer: Listening more than you talk allows you to effectively personalize your offer. Asking intelligent questions, such as satisfaction with an existing service, gives you crucial information.

4. Lack of follow-up: Without proper follow-up, you lose potential customers. In the early stages, the entrepreneur must be his or her own best salesperson.

5. Inability to handle objections: An objection is not the end. Ask about the reasons behind a "no" to turn it into an opportunity.

6. Not knowing prices or hesitating to mention them: Being clear about your pricing structure and associating it with benefits reaffirms the customer's confidence in your offer.

7. Not asking for the sale: After demonstrating value, it is essential to invite the customer to make the purchase with direct questions such as whether he/she wants to sign up for six or twelve months.

How to improve your sales skills?

Here are some practical suggestions to overcome the challenges mentioned above:

• Practice your sales closes: make sure you have a final question that invites the customer to decide. Simulations can be useful.

• Define your value proposition: Know your differentiators and how they solve specific customer problems.

• Develop active listening skills: When someone speaks, identify the underlying need behind their words.

• Remain attentive to details and maintain interest: A simple follow-up call can reaffirm a prospect's interest.

• Learn to negotiate objections: Prepare strategic responses to the most common objections you receive.

• Be confident with your pricing: Relate cost to benefits and be confident in what you are offering.

• Propose closing without fear: Once you are convinced that you have provided value, ask the closing question decisively.

What's your next step?

To help you overcome these challenges, I propose a challenge: Record a video where you present your product as if you were selling it. Choose one of the aspects that you consider the most complicated for you and focus on overcoming that obstacle. Comment on your experience and share what you learned during the process. This exercise will not only allow you to polish your sales skills, but will also make you a more effective communicator. Dare and watch how you transform your programmer skills into successful sales tools!