Vendedor Bonzinho Não Vende - Thiago Concer

Introduction to Sales Techniques

Overview of the Speaker

• The speaker, Thiago Concer, introduces himself and emphasizes the importance of practical sales techniques that are often not found in books.

• He is the co-founder of Brazil's largest sales school and author of a well-regarded book on sales titled “Vendas não ocorrem por acaso.”

• Thiago has extensive experience in sales, having worked as a street vendor, commercial manager, and marketing manager.

Key Discussion Point

• Thiago mentions a widely discussed article he wrote about a critical mindset in sales that challenges conventional beliefs.

• He highlights the significant engagement his article received from readers across Brazil, indicating its relevance to many sellers.

The Concept of "Nice" Salespeople

Main Argument

• The central thesis presented is that "nice" salespeople do not succeed in selling effectively.

• Thiago clarifies that being "nice" does not mean being rude or aggressive; rather, it involves being assertive without accepting excuses from clients.

Common Misunderstandings

• Many people misinterpret his statement as advocating for poor customer service; however, he stresses the need for persistence over mere politeness.

Understanding Client Objections

Addressing Client Excuses

• Thiago explains that many clients have pre-prepared excuses which unprepared salespeople often accept too easily.

• He encourages sellers to ask probing questions like “Besides you, who else makes decisions?” to uncover hidden objections early in the process.

Importance of Time Management

• By asking about decision-makers upfront, sellers can save time and focus their efforts more efficiently on serious prospects.

Engaging with Potential Clients

Strategies for Effective Communication

• When clients express hesitation or say they need to consult others (e.g., spouses), it's crucial for sellers to gauge interest levels directly by asking specific questions about their intent.

Assessing Commitment Levels

Sales Strategies for Better Customer Engagement

Understanding Customer Feedback

• The speaker emphasizes the importance of understanding customer ratings, asking what prevents them from giving a higher score. This approach encourages dialogue and identifies areas for improvement.

• It is crucial for salespeople to take the initiative in setting follow-up appointments, reinforcing that the responsibility lies with them rather than the customer.

Effective Communication Techniques

• The speaker warns against being overly accommodating as a salesperson, stating that "nice" sellers often fail to close deals. Instead, they should assertively follow up without accepting excuses from customers.

• A suggested email template is provided for following up with potential clients who have not responded. It stresses urgency and highlights the benefits of acting quickly on their interest.

Closing Sales Effectively

• The speaker shares personal success stories about using direct communication methods like WhatsApp and email to re-engage customers who initially did not respond.

• Emphasizing time management, it’s noted that good salespeople value their time and should not waste it on uninterested prospects.

Mindset Shift in Sales

• A quote from Hermann Simon is shared: “Maybe you should be softer with competitors and tougher with your customers.” This suggests that salespeople often focus too much on competition instead of maintaining firm boundaries with clients.

• The speaker reiterates that being overly nice can hinder sales success; thus, it's essential to exhaust all selling possibilities while remaining respectful but assertive.

Final Thoughts on Selling Dynamics