Sales process in Israel

We are all consumers. We are all simple consumers, from small to large, locally and globally. Market demands can sometimes frighten business owners and even cause systemic complexity. Here in Israel, the well-known sales method that began as a practice has gained momentum and therefore, many Israelis are considered to be particularly good and successful sales people. 

So what is their secret and what does an Israeli sales process look like at its best? 

1. Creating a connection 

The first and my favorite step of all. All you have to do is find a real shared denominator with the person in front of you. I promise it's really simple and if you practice it over time it will easily become a part of your nature. The connection phase is designed to 'break the ice' and allow for as pleasant an atmosphere as possible. The stage seeks to lower the tension that may exist and also allow us to attract the customer's attention and make him free us of energy and time. Once the customer allows you to continue talking this is the moment he will move you to the next level, he will go through the customer journey with you. Remember that when the customer thinks of an answer it is the time when they are silent. Once the customer provides you with the answer listen carefully. The customer needs to be whole with his decision and for him to do so he is the one who must provide you with the answers. 

How we do that in practice ? 

• Smile
• Compliment (when it comes from a natural place)
• Introduce yourself
• Maintain eye contact
• Transmit positive energy
• Maintain positive energy
• Address that person by name

 2. Clarification of needs 

The second stage is a critical stage in the sales process because it is the stage where we are asked the right questions. The answers provided by the customer will allow us to manage time wisely, and will also maintain focus and focus during the sale. Once the right questions are asked you will feel a sense of empathy. This feeling can definitely help you promote your sale. The purpose of the second stage is to understand what the customer's needs are and also to show/voice to him what we as business owners have to offer. In addition, if you identify during the conversation that there is an additional need in the client that does not relate to your area of practice, you will go professional if you contact him with a warm recommendation to someone who can give him an answer. 

So what do we ask? There are countless questions that can be asked and also in every field of practice in particular. But for the sake of clarity I will mention the questions that are highly recommended to ask and they are mainly general: 

• Tell me about yourself - where you live, marital status, etc.
• Are you self-employed?
• Where do you feel stuck in your life?
• Where do you feel stuck in business?
• What do you feel you are missing in order to move forward?
• What does your next year look like?
• What would you like to achieve for your business?
• Remember that sometimes conversations start in a sonnet and flowing way so it is advisable to flow with the same feeling and conversation, you will not believe what interesting topics can be reached thanks to authenticity and thinking outside the box.

Eventually, the customer will come to the conclusion for himself what is more suitable for him and what is accurate for him. We help him reach the same conclusion after we ask him questions. Once we deeply understand  his needs we move on to the next step. 

3. Presentation of product/s and/or service/s 

The one who leads the sales process is the seller himself. He asks the right questions and takes the customer on a journey. The seller directs the customer towards the product and/or service that suits what he needs. This stage is also known as the sales presentation stage. The sales person explains to the customer what he offers him, about the process he offers, the product benefits, it is always better to start with the good things, and even if there are disadvantages it is advisable to flood them and give them a creative solution. Do not be afraid to tell the truth. At the presentation stage, the sales person must also reflect to the customer his words from the needs clarification stage, but if he does so with an example or personal identification, the sales process will become more relaxed and easier. 

How do we present a product and/or service?  

• Tell the customer about the benefits of the product
• Answer questions that the customer has
• Raise his level of confidence regarding the product
• Understand when to stop and be silent (so that we do not reach a state of aggressive selling)
• Give him the information he needs to make a decision
• It transmits positive energy and there is someone to trust

4. Closing the sale 

The fourth stage in the sale process is the stage of closing the sale. If the previous three steps were performed in a professional and pleasant manner - we asked the right questions, listened and offered a customized solution, the deal will take place. This stage is also sometimes perceived by business owners (mostly small ones) as a stage where they have to explain how to pay and they freeze. This is because they have not instilled in us since childhood the openness that accompanies generations today in terms of money, what is behind money and how it is conducted in our world. 

If you feel that you are a business owner who is hesitant to talk about money with potential customers I invite you to remove this non-promoting barrier and start saying the following to yourself: "I get value for the real value I give to people. The information I give solves people in pain and I get a decent reward for it" 

If you feel that abundance meditation videos will help you remove barriers, I can definitely recommend you some. Once the sale process has been carried out in the best way this is the moment when we as business owners will also do an internal inspection and control with ourselves. It is advisable to ask ourselves the right questions such as: 

• How was the conversation conducted?
• Was I able to explain what the essence of my business is and what I offer?
• What was my energy level at the beginning, during and at the end of the conversation?
• What did we conclude at the end of the conversation?
• Is further action required of me?

These questions are intended to give us an internal-personal answer in relation to our conduct. Our desire is to improve our sales skills and the ambition of most great sales people is to get to the point where you are selling without selling. It is a talent that is needed and a skill that needs to be acquired and this can only be done by practicing and experimenting on a variety of types of clients and over many years.