Dicas de vendas online: entrevista com Tatiane Castilho em Nova York – BCB Trust Capitulo 32

Dicas de vendas online: entrevista com Tatiane Castilho em Nova York – BCB Trust Capitulo 32


Hello, hello. Hi, how are you? I am fine. Are you listening to me? How is New York? Tatiane is in New York city. How is it? New York is stuck. Because of all we already know about the virus. Yes, it’s going to be… The weather is very cold, right? All those strong winds still this time of
the year or…? No, yesterday it wasn’t this cold. We could walk wearing only one shirt, ok. But today it started much colder. Not absurdly cold, but cold. Just a little jacket won’t work. Well, everybody is on the same boat today. The whole world. In India today, over one billion people joined
the quarantine. I am in Argentina now and well
we are also in this new normal Welcome to 2020!
Quarantine, working from home, now there’s no choice
it’s the only option And we work on sales, Tatiane is a sales executive
yes So we work with sales and
people like us we like to go out to talk to people
and little by little we experienced all this new
technology of the phones, the cell phones, the cameras
and now that’s the only option we have and now for a health issue we cannot even
leave the house there have been several novelties which now
became a necessity so now there’s also the new difficulties
that the professionals of sales have to face for example, and that’s why I would like to
ask Tatiane because I know my case but
let’s see if she coincides with me, what her opinion
for example the fantasy that online sales is very easy
and practical that it is very easy to work on the internet
that you do not even need to shower! what do you think about it? This is not true
because first of all you have to be ready to start your day
with your face ready for your own day how are you going to introduce yourself to
the cameras if it is a call such on my case that’s through
video for you to make a presentation
share your computer screen but I have to be presentable to the client
ok, so in your case your company works with video
yes, we also work ok, in my case I use whatsapp, email
I don’t use video much but even if the clients don’t see me
I feel the necessity of showering, getting dressed
even if the customer is not going to see me as if I were at a store
yes, definitely I feel that even my tone of voice changes
even if they don’t see me Yes. This is very important. People think that working from home is you
to wake up with your messed up hair without brushing your teeth
without having an specific place to work for you to sit and work but you need that
you need it to get organised Me even make up I do. Do you ware make up to work from home? Obviously. I have to. But the definition is not that great so it’s
a bit different. Well, this topic is a bit obvious and it works
for anybody working from home but there’s
two topics that I think they are very difficult for me and let me see if you agree
Cyber-stalking What happens for the past 3 to 4 years
now that everybody uses Whatsapp all over the world
and whatsapp is for free and there’s so many options, viber, skype
what happens I have a problem which is cyberstalking
this means, people want to access me all the time
but at the same time the conversation is way too extended
and I have no way to control it it is like being at a trade show all the time
where people know they can talk to me the time they want
as they are not going to be paying per minute because before you used to make a long distance
call and it would be expensive
so the conversations were direct and quick now as it is whatsapp people just go chatting
and chatting and it is very time consuming
and on the other hand I also notice that when I have a closed deal
when I notice that the customer is really willing to buy
he starts to stalk me the client wants to start talking to me all
the time and even this border with personal life gets
compromised because the client starts asking you
where are you right now? what’s this noise?
where are you? are you in NYC or Sao Paulo? and sometimes it has nothing to do with
what I am doing and I want to hung up How do you handle this situation? Because myself I still think I couldn’t find
my solution. Well, me I ask for a minute. I say, look: I can’t talk right now but
let me know what do you need that I am going to reply to you back in few
minutes. Because it is not only one customer. We working in sales, it is always lots of
people simultaneously trying to talk to you
and sometimes you may not even be on a call but you need to answer and make something
else that’s more urgent
such as a quotation for a very large sale so you need concentration
I try to answer everybody but under the time I do all together, three things at the same
time I can answer one screen, also another one
but I say, look, I will be right back at you I will answer you what you need
but then I answer very politely later immediately, I never answer in detail
This means you can make something more direct. Yes, because it is a lot of people calling
and sometimes I am in the middle of a of a project. Me, my question is to reduce the length of
my calls. People extend themselves too much
to explain what they want they can’t be very brief
they don’t have much notion of time and sometimes it’s interrupted
and the times can be bad but in your case I can see you work
more direct than me. I am more conversationalist salesman
so it is a bit more difficult to me than you this aspect. Another topic, which is a problem but
maybe you can give us some advice Nowadays, there’s so many ways to
interact with other people so many different ways
whatsapp, viber, msn, e-mail, viber I try to channel everything to the e-mail
how do you manage this because me as a sales guy, I get desperate
because I want to talk to everybody I don’t want to miss one customer
if there’s one customer passing by at a trade show, I can say
‘hey, wait. come back and wait’
the client sees you are taking care of other customers
and will possibly wait for his turn but now that’s all on line with so many interactions
they like you somewhere, they comment one photo,
they send you an e-mail, or a text on your phone, etc
How do you manage all this quantity of interactions? Because myself not only this situation but
also the one we spoke before I am leaving it to
the luck Because I cannot manage the quantity of
interactions I have. I miss those days when I used to receive
a minimum organised e-mail from somebody asking for something on a structured way
now is this pulverization of interactions instead
I hear you. The company I wok Conip created a site for
companies that is very popular also It is called Ucoip. Where I can see everything. There’s chat and I can see it in real time
so there I channel what’s priority and I start answering them even if I am
in the middle of a presentation I go making the presentation
and I put also automated reply messages I will answer you back soon. Those that are more urgent. Because some cases are after sales. Here we sell and we do also after sales. This means it is a bit more difficult
as you have to give attention to the after sales
and when it is a new sale you can’t skip it so I ask if I can call them later
and while they make me a question I am answering another person
and then I say I will call you in a moment I am in a conference so
it is difficult and I feel lost sometimes but the system helps me to get organized
And how about the good and old pen and notebook? Definitely. Despite all the technology I am very ‘paper’. I have to take notes. I make the list of what I have to do for later
follow it up. And perhaps even anticipate some tasks
from the next day This is something I learned from my boss
I wasn’t this organised before Yes, we have to be. This is something that people forget about
sales We have to be organised with our notes
because otherwise we can’t reach our goals, otherwise we are promoters only
which is fine, we can talk, explain withoutany commitment to sell
when you sell you have a commitment of reaching goals
our target ends when we receive a payment when a sale is confirmed, a concrete order
a promoter is always talking and does not need
maybe some notes for marketing studies such as how many people asked about that product
which brought more curiosity what do they think of the price
but we sales people is different the client passed through us too quick
told us his phone number we need to rush and grab this old fashioned pen and a piece
of paper and write it down because you want to die when you can’t find
this telephone number
or when the number is wrong that’s true
you can even lose your job if your boss is on bad mood he has the right
to fire you if you missed the phone number of a customer
that you spent the day working on anyway, your company then has this software
that is merging all the interactions and does it have interface with the apps? whatsapp for example
no, it is made only for inter company use it is much better than whatsapp
because it goes through your ip I can be anywhere in the world
and I can make my projects, talk to my supervisor and it is also for free
also in the same company you can talk to anybody wherever they are
London, Italy, here in New York the communication is very unique
I am going to leave the website here then and also at the video description
Ucoip Cafe Ucopi Cafe .com .br
And how about New York? Tatiane is in NYC in the chaos
Yes, I am in chaos now. At home, working the same way
getting ready the same way and trying to live
I love New York City Me too, I go there often. Last time was this past December. I visited the Twin Towers when I was 20 years
old. It still feels emotional to me
when I don’t see the Twin Towers. I visited the memorial over a year ago
it is a bit shocking because me in my case when I visited them the first time
I made this huge effort to visit it because I saw them from the plane
and I had only 5 hours of transit and then I made my way to go there check them
my concern, I was only 19, was that I would never be back to able to
go to NYC and I wanted to see the Twin Towers
but since 1999, I have been back several times and who is not back are the Twin Towers
for me it makes me feel emotional still it is very sad and it is still
that part of New York still has low vibes but it is a fantastic city
long walks but now you have to stay home I hope it goes quick
unfortunately the news from there are not good
it seems there’s over 20,000 infected there but anyway we are young, we don’t have problem
our problem is to infect others as we can carry it even if we have no symptoms
but if we catch it it is going to be a strong desease
we have a stronger immune system and you are a strong person, healthy
hygienic too and a female too
it is more frequent in men but the majority of fatalities are over 70,
80 we have to make quarantine for others
more than ourselves because we are going to infect people
as it is highly contagious this is going to happen sooner or later
the world is making this quarantines to make the infections spread out slower
so it does not infect everybody at once as it happened in northern Italy
but it is going to be a virus that we have to get used to it
moderately it is going to contagion everybody but some medicine maybe discovered
and also the hospitals are going to become prepared to receive this type of patient
because one of the problems is that the hospitals do not have enough inhalators
yet so it is a management of this problem
Therefore, enjoy this moment I wish you lots of luck, do not feel different
you are just ahead New York is always ahead
for the bad and for the good so this is part of being in these capital
cities it is where everything happens
Milan, New York but it is coming here too
here in South America everybody is in panic the advantage we have here is the weather
it is very warm now it is very quiet now then
look Tatiane, a pleasure talking to you again I wish you success there
congratulations for your professional growth and look you just sold me this product
I will have a look Yes, it is very good. I contacted you because I know you professionaly. I didn’t even know much what were you selling. That’s one of the questions they make us all
the time. You start selling something and somebody asks. Waw, you just started working in this company
and you already sold this It is because people find you
And they always ask what are you selling I am selling beans. Wasn’t it rice? No, it is beans now. oh, how much is it? and there we go. That’s true.
and you just fresh in this company but we get known in the market
and we all talk to each other, right is there any message you want to send to somebody
there from New York? Not only to NY, my message is for everybody
to stay home not only those who are trying not to spread
out the virus but also to fight news like this one that
animals transmit corona virus and there’s people throwing animals out
people of high economic level very high but very low informed
fake news that’s very sad
also in Dublin, where I live, a group of boys attacked some nurses sneezing at them
lol, like 20 but anyway, humans
I hope that in this moment of quarantine make us think, reflect
not only Tatiane Castilho with Augustin Caceres that the entire world become more mature
the entire world is learning a lesson we are all the same in this moment
today even Prince Charles and he is old, he is over 70 or 80…
well, look, happy quarantine to you and let’s keep our work online
online work be good so lots of soups, garlic, everybody is eating
lots onions
lots of garlic, onions so don’t care about your mouth smell
garlic is even very expensive now social life only on the supermarket line
I had very good conversations with my line neighbors
lots of things to talk about we cannot touch anybody
but we go around it a big hug to you there
a hug, kisses thank you for the interview
it was a pleasure so this was Tatiane
This program is in Portuguese again Tatiane has nothing to do with the Bring Civilization Back she is just a visitor
She also works in sales but the matters that I have in my lawsuits are mine,
from Augustin they
are related to the Bring Civilization Back she does not even know much about it
but later on everybody is going to know So this is it
2020: talk through the internet, work through the internet
video conference, looking good the same way it
is an adaptation to the new normal let’s think positive
that things will get better a big hug to everybody
Bring Civilization Back, Chapter 32 ciao ciao

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