How to find a customer approach

Negotiation skills are a valuable skill that has been acquired over the years. Result-oriented professional sellers are able to find a potential customer, apply the right approach to him and make a deal with him. To learn all this, you must follow certain rules. Over time, you will develop your own rules, following which you will successfully carry out your actions.

Instruction manual

1

The most important thing is to make the first favorable impression. The timbre of your voice and your gestures are most important. What you say is, by and large, not important. You should look neat, collected, keep confident. When meeting, first give a hand and say hello. Introduce yourself and find out the name of the person you are talking to. Talk about an abstract topic to relieve potential stress. A friendly smile and open gestures will only enhance a good impression and help to establish contact. Follow the "Rule of Three": a smile, a compliment, a question that the client will answer "Yes" for sure.

2

When contact is established, you can get down to business. Explain your area of ​​competence to him and you can start asking questions that will lead to a deal. We give only a small part of them. Question-opinion. You cite a fact concerning the subject of your conversation, and you will find out the client’s opinion on this matter. Leading question. It should be aimed at stimulating the interlocutor's thoughts, which will lead him to the conclusion you need. Justified question. You can ask this question to the client about his company, or about his activity. Such a question arises when information about the client’s company is insufficient. A summarizing question. In the question, you summarize the conclusions that you came to with a client in a conversation towards a consensus. Clarifying question. If the client is not open enough, you can find out his opinion by asking: "Did you like it?", "Perhaps you are not comfortable

.

"Question-concession. This question is an attempt to come up with a mutually beneficial offer. The so-called concession to concession. For example:" If we give you a discount, will you meet me?"

3

When asking questions, be an active listener, that is, do not interrupt while a person is speaking, repeat his words (not under a carbon copy, but as if with the clarification: "So you said that

"), do not argue. Instead of reaching a conflict of opinion (the client closes abruptly) say" So you said

I agree, your point of view has a right to be, but

". By acting in this way, you gradually lead the client to a deal.

4

A positive result of contact with a client is not necessarily the conclusion of a transaction. If you find an approach, then next time you will definitely become partners.