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Tuesday, October 8, 2013

Vanessa Kachadurian Teaches Businesses To Sell | Segment News



Here is the accompanying article from Segment News, thank you my Journalist friends.


Most people have to sell something to someone at some point in their lives, and knows the task is sometimes daunting. But effective sales techniques are important for individuals and businesses to learn and incorporate. Everyone is in sales, no matter what their “profession” is.

Every once in a while, everyone is called on to sell something. People sell products, services, plans, ideas and beliefs. Sales is a positive thing, in and of itself. While many sales myths persist, most often people sell things of value—things that matter.

Vanessa Kachadurian built a career selling medical devices and supplies. The products she sold helped numerous people achieve relief from their ailments and receive better care from their health care providers.

Without sales, the economy and much of the way people understand the world simply would not exist. People sell themselves to get jobs, children sell ideas in school, researchers sell their knowledge and products are created. Sales is little more than effective communication, and Vanessa Kachadurian believes the following tips will help anyone learn to sell.

Ditch the Pitch. This vocabulary makes sales much harder. A pitch, in baseball terms, is something that is either avoided or swung at to bat it away. These are not ideal outcomes for a salesperson. Instead, think of the pitch as a recommendation. During the recommendation listen to the needs of the client and find a way to address those needs with the product. Vanessa Kachadurian argues that listening is more important than talking in these meetings because when a sales person knows their product well they have to hear what a client needs to know how to sell to them.

Honesty matters. Sales professionals must value honesty in their approach at all times. There is a difference between dishonesty and strategic positioning. When selling an idea or a product, outline the truth.

Knowledge is power. Effective sales people know as much as possible about the product, idea or service they are selling. It is a given that when making a sales pitch people are likely to ask questions that the seller does not know the answer to. Admitting this and promising to find an answer and following up is a great remedy to this situation. And follow-up shows dedication and commitment. Vanessa Kachadurian teaches people to present as much information as possible including potential drawbacks and how to address them.

Establish trust with clients. Trust comes from knowledge. During her career, Vanessa Kachadurian quickly established trust with clients by demonstrating expertise on the supplies she was selling. When clients trust the sales person, they believe that they can invest in the product or service and have little worry of future problems. They might also believe that if problems do arise, the company that sold the product will fix the issue.

Connect with clients. Connecting with clients during a sales meeting goes beyond establishing trust. Finding a personal connection between a client, the sales person and the product is essential for closing the deal. Vanessa Kachadurian regularly finds clients who have personal connections to the devices she is selling. By fostering a sense of relationship, she is able to show clients how a product will enhance their lives and businesses. Sales people who take an interest in their clients fare better when making their arguments because the client is comfortable with the seller.

Do not push. There is a difference between strong sales and aggression. Clients are likely to shut down if they feel they are forced into a corner. The decision to buy should come from the client, not the seller. The best sales people make their pitches and let the clients decide what to do next.

Vanessa Kachadurian Urges Businesses to Build Strong Sales Teams


Businesses need effective sales teams to grow. Even doctors, lawyers and other professional service providers have to sell to attract business. Particularly for small and new businesses, training a sales staff is one of the most important tasks leaders will conduct.

Training a sales staff requires in-depth knowledge. One of the biggest mistakes companies make is thinking that sales training is just an overview of the products and services offered, Vanessa Kachadurian notes. Training should take time and allow each member of the sales team to practice in situations similar to actual client meetings. Sales representatives should know where to find answers and have a working knowledge before they hold their first meetings.

The small business administration argues that sales forces should have expert knowledge in order to succeed. Because of technology, customers are more informed about products and competition than ever before, Ms. Kachadurian notes, it is important for sales people to have even more knowledge and skill.

All training of sales teams should include an awareness of any competition. When questions arise about competing products and services, a good sales person should have the ability to address the merits of the competition and position his or her product more favorably.

Without a strong sales force it is nearly impossible for businesses to grow. One-time training is also not enough to ensure continued growth and increased revenues. Sales teams should meet regularly to discuss successful methods and questions they receive. They should also stay abreast of industry developments and competition advancements.

Vanessa Kachadurian understands that for many businesses these measures are costly, but encourages owners to make the investment for the long-term health of their companies.

ABOUT:

Vanessa Kachadurian is a medical professional who built a successful career in sales. She is a driven individual who found success by building relationships and knowing the products she was tasked with selling. By becoming an expert with a highly specialized working knowledge of medical supplies and devices, she successfully raised revenues for the companies she worked for. She earned her bachelor’s degree from National University and graduated cum laude. In 2000 her career began with a position at Cardinal Health and her strong business acumen has propelled her forward ever since. She is of Armenian descent and enjoys promoting her culture through philanthropic activities.

Vanessa Kachadurian Teaches Businesses the Art of Selling by  - See more at: http://segment.com/vanessa-kachadurian-art-of-selling/#sthash.WpK5GdSC.dpuf

 

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