You can learn how to successfully sell an elephant and even a pig in a poke. The main thing is that it does not spoil your reputation. The author of the book "How to Sell an Elephant, or 51 Methods of Making a Deal" Asya Barysheva, on the basis of many studies, reveals the secrets of mastery.
Instructions
Step 1
Since the market became a part of life, the world has been divided into sellers and buyers. A person alternately appears in one role or in another. The book of Asya Barysheva, a business sales coach, is not only about how to sell, but also, as the name implies, how to conclude any deals. After all, you also have to establish contacts, agreements, look for mutually beneficial cooperation.
Of course, sellers are born, but the author, along with a large army of business psychologists, argues that this art can be learned. Professional efficiency is highly valued and should be pursued. This will help a large arsenal of techniques related to adequate self-confidence, self-control, the ability to establish contact, interact with a client on a non-verbal level, present a product / service, conduct a conversation, and work with objections.
Step 2
Establish customer contact 1. Watch your customers. Manners, facial expressions, gestures, looks will tell a lot, will help to use the method of "attaching" to a person.
2. Listen more. Use active listening techniques.
3. Make eye contact.
4. Use non-verbal communication techniques.
Step 3
Conduct the correct presentation of the product / service 5. Change the “sell” setting to “help you choose”. It inspires more confidence.
6. Actively use persuasion techniques in your presentation.
7. Turn product properties into benefits.
8. Use persuasive words. The author gives a list of R. Morgan's convincing words.
9. Keep your mood high.
10. Express positive, vivid emotions, but do not become exalted.
11. Use numbers.
12. Use professional terminology, but at a level accessible to the interlocutor.
13. Use clarity.
14. Engage the client in action.
15. Use metaphors when the client is ready to listen to you.
16. Use pictures of the future.
17. Use famous names if you know the names of those your client is targeting.
18. Make active use of comparison techniques.
19. Ask a “monologue question” to generate customer attention.
20. Learn to give genuine compliments that align with the client's values.
21. Use the method of "Socratic questions", "3" yes ", positive questions.
Step 4
Deal With Customer Concerns 22. Refuse erroneous behaviors such as arguing, making excuses.
23. Translate your excitement into enthusiasm, because if the client doubts, then his interest increases.
24. Learn to identify what motives are hidden under the doubts of customers.
25. Use follow-up questions to clarify customer concerns.
26. Remember that the most convincing answer for the buyer will be his own answer.
27. Use the “agree and disprove” technique when you cannot unequivocally agree with the doubts of the clients.
28. Learn to get customer consent for every argument you make. Otherwise, it makes no sense to move on to new arguments.
29. Summarize the conversation with the client, consisting of his doubts and your positive arguments, with which he agreed.
30. Goodwill is an investment in the future. Don't be discouraged if a customer hasn't made a purchase. It is important to maintain a friendly and respectful attitude towards him. When the client "matures" it will help him return to you.
Step 5
Learn to Competently Approach the Completion of the Deal31. When summarizing the results, use the "7 pluses, 2 minuses" technique.
32. Be sure to highlight all the pros and cons, emphasize that there are more pros, use the client's arguments and clarity when listing the pros and cons.
33. Proceed to the stage of completion of the transaction, if the client "opened up" in front of you. An open pose will serve as evidence.
34. Use helpful phrases to get down to formalities and avoid scare words.
35. Prepare yourself 5-7 alternative questions to complete the transaction.
Step 6
Learn to find a way out of conflicts 36. Learn to be patient and understanding with conflicting, annoyed clients.
37. Refuse communication tactics that lead to increased conflict: retaliatory aggression, avoiding the situation, deception and justification.
38. Let the irritated client talk and listen.
39. Specify criticism, ask alternative questions.
40. Use the “criticism pull” technique to give the client the opportunity to express all the complaints.
41. Express understanding and openly express your feelings in a conversation with a client.
42. In response to fair criticism, the only correct reaction is to agree with the possible truth.
43. Give yourself a socially acceptable outlet for your irritation after dealing with difficult clients.
44. Consider difficult clients give you an opportunity to improve your professionalism.
45. Learn to "get into the shoes" of the client and look at the situation with his eyes.
46. Learn to analyze your behavior, to what extent it provokes or neutralizes conflicts.
47. Be flexible in dealing with different psychological types of clients.
Step 7
Work on your confidence 48. Love for your profession will add self-confidence to you.
49. Having a positive and respectful attitude towards yourself and towards other people is also the basis of confidence.
50. Cultivate a sense of confidence with specific exercises.
51. While following the pattern, following the techniques of making deals, also rely on your own feelings and feelings in dealing with the client.
