Selling is the skillful activity of the salesperson who helps the buyer acquire the desired product. Sales in most areas of activity involve 5 main stages. It is believed that following these steps correctly step by step helps to increase sales in general.
Establishing contact
The first stage of sales involves establishing contact. Undoubtedly, before the seller makes a commercial offer, he establishes contact with the buyer. He greets him, gets to know him, starts communication.
Sales can be made 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 of interest to him.
Then the seller, in a telephone conversation with the person of interest, introduces himself and indicates the purpose of the call. It is known that a benevolent attitude, intonation, smile and tone of speech in phone sales have an impact on a potential buyer.
If sales are made in person, then the manager at the first stage also tries to make a good impression. He is not fussy, confident in himself, positively disposed, polite when he visits the office to the client.
Identifying a need
At the second stage, the client's 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 corresponding to his needs. Correct identification of customer needs helps the manager to cross-sell, that is, sell several products at the same time.
The manager leads the conversation, asks open-ended questions and listens carefully to the potential buyer. The manager identifies the client's needs and analyzes how the product offered by him will help solve them.
This stage is very important, because knowing that the buyer is interested, worried or worried, the seller will be able to offer him a suitable solution. For example, a buyer says that the main thing for him is the quality and reliability of the product, for which he is ready to pay a high price. Or, on the contrary, the client says that he is limited in money, but he needs the product. In either case, the manager should sell the same product, but highlighting different purchase conditions that will interest the buyer.
It should be remembered that it is not a product that is sold, but satisfaction of a need is sold.
Presentation
At the third stage, the seller makes a presentation of the product. He talks about its properties, advantages and characteristics, focusing on those qualities that may interest the buyer. For example, a product is sold at a low price, which will allow the buyer to save money. Or the reliability of the product and its durability are confirmed by certificates, and the buyer will receive a guarantee for it.
The manager needs to draw in the mind of the client an image in which the item being sold solves the client's problem.
Work with objections
In the next step, the seller works with the buyer's objections. A potential buyer for various reasons may refuse to purchase the goods. The manager needs to find out that the buyer is embarrassed, why he decided to abandon the purchase. After listening to the client, it is necessary to present arguments in favor of purchasing the product. You should answer the customer's questions, eliminate all his doubts, you can reflect with him, and then smoothly lead him to a purchase decision.
Completion of the transaction
At the final stage, the transaction should be completed. Seeing the buyer's willingness to conclude a contract, the seller can use phrases such as: "The offer is very beneficial for you, are we signing a contract?" When concluding a purchase agreement, the manager, as a person of the company he represents, needs to be polite and leave a good impression of himself. In conclusion, you should leave the business card of the company to the buyer. It is also recommended to note the readiness of the manager to advise the buyer on all questions he may have regarding the product.
