How to persuade a client

Successful development of any commercial organization is unthinkable without financial stability. It, in turn, depends on the competent organization of sales of those goods and services for which the company was created. Sellers, sales agents are those employees who interact directly with customers. It depends on them whether the buyer will leave with the purchase or not. To persuade a client to purchase a product, to induce him to purchase is the essence of the profession.

Instruction manual

1

Seller performance is determined by many factors. There are talented and skilled sellers, fans of their craft. There are those who are "not given." Most are middle-class professionals whose potential can be increased with a strong desire to improve sales techniques and customer service skills. There are many psychological tricks for successful completion of trade transactions. This is no coincidence: the basis of all acts of sale is the science and art of communication. Here are a few time-tested practical rules and guidelines for the correct behavior of the seller in the trading process.

2

Focus on the positive. Reasonably emphasize the positive qualities of your product and do not fix the consumer's attention to the negative. When it comes to product presentation, avoid phrases such as: "Of course, you are not planning to buy a refrigerator today, are you?"

3

Never mention any negative points that can upset the customer or bring down his positive attitude towards your product (for example, do not describe in detail the fact of a "single marriage" or dishonesty of the supplier).

4

Concentrate the customer’s attention on those advantages of your product that will save his money and time, will allow him to obtain substantial benefits and solve his problems. Of course, you cannot hide the costs and expenses of the buyer, but you should not talk about them in as much detail as the merits of the goods.

5

When presenting a product, never incline to rampant compliments in its favor and other imposing improvisations. Your presentation plan should be consistent and thought out in advance. All your comments should be reasoned, reasonably rigorous and businesslike. The permissible emotional component is good in a particular situation. You can have a fun and easy conversation with clients who are openly inclined to a cheerful mood. Give caring intonations to your speech in conversation with customers, on whose face a load of worries and fatigue is read. Assertiveness and energy in the exchange of views is desirable in communicating with purposeful, persistent and determined customers.

6

Justify the merits and advantages of your product or service with facts. At the same time, appeal, if possible, to all five senses of a person. Psychologists say that so the seller will achieve the greatest effect. By listening to your advertising story, the buyer receives knowledge about the product through the hearing organs. Holding an object in his hands - through touch, seeing an object in action (for example, a bread machine) - through his sense of smell. The more sensory organs are involved in the process of product advertising, the more successful the trade will be.

7

Never show rush when selling. Haste will be perceived as disrespect for a client who cares about your sincere concern for his interests and needs. Bring the decisive argument in favor of the product or service on time - at the moment when the transaction is about to be concluded. Not earlier and not later. At the same time, be delicate - do not show excessive assertiveness.

note

No matter how capricious and wayward the client turns out to be, stick to the dignity of a "master of the territory." Do not allow the guest of your outlet to behave with obvious manifestations of pressure and dictatorship.

Useful advice

Studies conducted to study the effect on the interlocutor of expressive and inexpressive intonations, yielded the following results. Information for the listener conveyed in an expressive tone was remembered almost one and a half times better than unemotional. In addition, the accuracy of the reproduction of the first information was 2.6 times higher than the accuracy of the reproduction of a dry summary. A successful seller will never allow himself to tire a buyer with a monotonous and boring dialogue.

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