How to organize the right sale
Video: How To Organize Your Leads and Database 2024, July
Effective sales are both science and art. A professional seller must know many secrets of his business, whether it is a major corporate transaction or trading in the market with useful details. How to correctly inform potential buyers about your product, gain their trust and encourage them to buy the product from you?
Instruction manual
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Each sale has its own stages. The first is acquaintance. Do not spare time and money on preliminary - in absentia - acquaintance of potential buyers with your product: advertising, PR. The main thing is not to extol the product of sale in superlatives, but to show how with its help the consumer will solve his problem.
At the meeting, show the buyer that he is interested in you. The primary goal in the first minutes of acquaintance is to help the client speak openly, freely about their needs and requirements. Be friendly, let the guest speak first more than you.
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The second stage is the presentation of a product or service. Often, sellers use “speech stamps, ” pre-prepared and edited phrases, in communication with customers. It is important here that such “phrases” do not contain obscure terms and are used in place. You must be understood from the first to the last sentence. When building a conversation, be sure to consider the reaction of the interlocutor. The ability to clearly explain the advantages of a product during the sale is an important business quality of the seller. A professional will always show with dignity that degree of helpfulness that is pleasant to the buyer.
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An important step is to work with objections.
No matter how you paint the merits of your product, the buyer may have doubts about the reliability, accuracy of the information communicated, negative reactions to any side of a potential transaction.
There are factors that do not directly depend on the efforts of the seller in promoting the product. This is not only set prices, approved delivery conditions, but also the location of the outlet, the possibility of additional support for managers and others. The ordinary seller cannot influence these factors, but in the interests of the case he should inform the management of their negative impact on sales.
Remember: customer objections can be valuable information for your marketing department, production department. Perhaps the sale of goods needs additional stimulation (change of packaging, change in price, sale of related products, cumulative discounts, etc.). Analyze all customer comments!
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The final stage is the conclusion of the transaction.
It is important to help the buyer make a purchase decision at the moment of your conversation when they receive the appropriate signals. These may be his additional questions, comments on them in the future tense, and not in the subjunctive mood ("Yes, this blouse will suit me" instead of "Yes, this blouse could suit me"). The signal is an interest in details, a desire to get acquainted with the instructions, clarification of the financial side of a trade transaction. Give at this moment a decisive argument in favor of your product - the most significant argument that will convince the consumer of the right choice.
note
It is useful to learn from mistakes - it’s better to learn from strangers, not from your own. It is important to learn from any “trading” situation. Imagine: someone from the family persuades you to buy an obvious trifle. Listen and take a closer look at how they are trying to persuade you to buy, and you will get a lesson that is worth it to spend on an unnecessary little thing!
Useful advice
The seller’s job is almost 99% communication. Improving skills in this area, knowledge of psychology and its laws, improving practical skills of establishing contact with a client and feedback with him is a direct way to increase the number of successful sales. The seller is a creative profession. Creativity in sales is the search for new solutions to old problems: for example, problems with a thorough study of one’s goods and services, the ability to convince a customer to purchase a product, and competently work with objections.
