The main stages of sales

Sales - this is a skillful activity of the seller, which helps the buyer to purchase the necessary goods. Sales in most business areas include 5 main steps. It is believed that correct step-by-step compliance with these steps helps to increase sales as a whole.

Making contact

The first phase of sales includes establishing contact. Undoubtedly, before the seller makes a quotation, he establishes contact with the buyer. He greets him, gets acquainted, begins communication.

Sales may be by telephone. In this case, the manager offering the product will not be able to immediately offer to buy the company's product to a potential client. For a successful sale, a competent seller will first collect information about the company, its type of activity, size and other characteristics that interest him.

Then the seller, in a telephone conversation with the person he is interested in, will introduce himself and indicate the purpose of the call. It is known that a friendly attitude, intonation, a smile and a timbre of speech when selling by telephone have an impact on a potential buyer.

If sales are carried out personally, then the manager at the first stage also tries to make a good impression. He is not fussy, confident, positive, polite when visiting a client’s office.

Identification of needs

At the second stage, customer needs are identified. The task of the stage is to identify the interest and need of the buyer in the product in order to make an offer appropriate to his needs. Correct identification of customer needs helps the manager make cross-sales, that is, sell several products at the same time.

The manager conducts a conversation, asks open questions and carefully listens to a potential buyer. The manager identifies the needs of the client and analyzes how the product they offer will help solve them.

This stage is very important, because, knowing that the buyer is interested, cares or cares, the seller will be able to offer him a suitable solution. For example, the buyer says that the main thing for him is the quality and reliability of the product, for which he is willing to pay a high price. Or, on the contrary, the client says that he is limited in cash, but he needs a product. In either case, the manager should sell the same product, but highlighting the different purchase conditions that will interest the buyer.

It should be remembered that it is not the goods that are sold, but the satisfaction of needs that is sold.

Presentation

At the third stage, the seller makes a presentation of the goods. He talks about its properties, advantages and characteristics, focusing on such qualities that may interest the buyer. For example, the product is sold at a low price, which will allow the buyer to save. Or the reliability of the product and its durability is confirmed by certificates, and the buyer will receive a guarantee on it.

The manager needs to draw an image in the client’s mind in which the item sold solves the client’s problem.

Work with objections

At the next stage, the seller works with the buyer’s objections. For various reasons, a potential buyer may refuse to purchase the goods. The manager needs to find out that the buyer is confused, why he decided to refuse the purchase. After listening to the client, it is necessary to give arguments in favor of purchasing the goods. You should answer customer questions, eliminate all his doubts, you can reflect with him, and then gradually lead him to a decision to purchase.