Effective sales are both science and art. A professional salesperson must know many of the secrets of his business, whether it is a large corporate deal or trading in the market in useful little things. How to competently inform potential buyers about your product, gain their trust and encourage them to buy from you?
Instructions
Step 1
Each sale has its own milestones. The first is acquaintance. Do not spare time and money for preliminary - correspondence - acquaintance of potential buyers with your product: advertising, PR. The main thing is not to praise the product of sale in superlatives, but to show how with its help the consumer will solve his problem.
When you meet, show the customer that you are interested in him. The primary goal in the first minutes of acquaintance is to help the client openly, freely speak about his needs and requirements. Be friendly, let the guest speak more than you do first.
Step 2
The second stage is the presentation of a product or service. Often sellers in communication with buyers use "speech stamps" - previously prepared and edited phrases. It is important here that such "speeches" do not contain incomprehensible terms and are used to the point. You must be understood from the first to the last phrase. When building a conversation, be sure to consider the reaction of the interlocutor. The ability to clearly explain the advantages of a particular product in the sale is an important business quality of the seller. A professional will always show with dignity the degree of service that is pleasing to the buyer.
Step 3
An important step is dealing with objections.
No matter how you describe the merits of your product, the buyer may have doubts about the reliability, accuracy of the information provided, negative reactions to some parties to a potential transaction.
There are factors that do not directly depend on the seller's efforts in promoting the product. This is not only the established prices, approved delivery conditions, but also the premises of the outlet, the possibility of additional support for managers, and others. An ordinary seller cannot influence these factors, but in the interests of the business, he must inform management about their negative impact on sales.
Remember, customer objections can be valuable information for your marketing, manufacturing department. Perhaps the sale of a product needs additional incentives (change of packaging, change in price, sale of related products, cumulative discounts, etc.). Analyze all customer comments!
Step 4
The final stage is the conclusion of the transaction.
It is important to help the buyer make a buying decision at the moment of your conversation when the appropriate signals come from him. These may be his additional questions, comments to 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"). Signal - interest in details, a desire to get acquainted with the instructions, clarification of the financial side of a trade transaction. Give at this point the decisive argument in favor of your product - the most significant argument that will convince the consumer of the correct choice.
