The 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 directly interact with customers. It depends on them whether the buyer leaves with the purchase or not. To persuade a client to buy a product, to induce him to buy is the essence of the profession.
Instructions
Step 1
A salesperson's performance is determined by many factors. There are talented and skillful sellers, fans of their business. There are those who are "not given". Most are mid-range professionals whose potential can be increased with a strong desire to improve sales techniques and customer service skills. There are many psychological techniques for the successful completion of trade transactions. This is no coincidence: the science and art of communication are at the basis of all acts of sale and purchase. Here are some time-honored rules of thumb for correct seller behavior in the trading process.
Step 2
Emphasize the positive. Reasonably emphasize the positive qualities of your product and do not fix the consumer's attention on the negative ones. When it comes to product presentation, avoid phrases like: "Of course, you are not planning to buy a refrigerator today, are you?"
Step 3
Never mention any negative points that can upset the client or bring down his positive attitude towards your product (you should not, for example, describe in detail the fact of "a single case of marriage" or the supplier's dishonesty).
Step 4
Concentrate the client's attention on those advantages of your product that will save him money and time, will allow him to get significant benefits and solve his problems. Of course, you cannot hide the costs and expenses of the buyer, but it is not worth talking about them in as much detail as about the merits of the product.
Step 5
When introducing a product, never lean towards unbridled compliments in its favor and other grandiose impromptu things. Your presentation plan should be consistent and thought out ahead of time. All your comments should be well-reasoned, well-balanced, strict and business-like. An acceptable emotional component is good in a particular situation. It is fun and easy to have a conversation with clients who are frankly in a cheerful mood. Add caring intonation to your speech in conversation with customers, on whose face you can read a load of worries and fatigue. Assertiveness and vigor in the exchange of opinions is desirable when dealing with motivated, persistent and determined clients.
Step 6
Base the merits and benefits of your product or service with facts. In doing so, appeal, if possible, to all five of the person's senses. Psychologists say that this is how the seller will achieve the greatest effect. By listening to your advertising story, the buyer gains knowledge about the product through the organs of hearing. Holding an object in hands - through touch, seeing an object in action (for example, a bread maker) - through the sense of smell. The more senses are involved in the process of advertising a product, the more successful the trade will be.
Step 7
Never show haste when selling. Hurry will be perceived as disrespect for the client, for whom your genuine concern for his interests and needs is important. Give the decisive argument in favor of the product or service on time - at the moment when the deal is about to be concluded. Not earlier and not later. At the same time, be delicate - do not show excessive assertiveness.
