A successful seller is one from which a rare buyer leaves without a purchase. Professional trading is not an easy science. And more and more often, next to the words "sale", "trade" we hear another definition - art. How to induce a consumer to buy a product and what methods of actively involving a buyer in the process of buying and selling should a seller know?
Instructions
Step 1
There are some simple rules, the implementation of which will help the successful sale of goods. The main thing is to accurately determine the needs of the buyer and convince him that this particular purchase and in this particular store will bring the desired benefit and a solution to his problem. This belief is all the more important if the buyer is not very knowledgeable about the desired item.
Step 2
Approach a client on the trading floor only when you understand for sure: he needs your help, support with useful information. Start a conversation with a welcoming smile. Unobtrusively specify what priorities your guest is guided by when searching for a product - compliance with fashion, cost, practicality and convenience, quality, originality, etc. In your recommendations, emphasize that the product meets the requested requirements. But don't overdo it. The buyer must see your objectivity. If something really doesn't work for him, don't insist on the opposite.
Step 3
During the exchange of opinions, one should look alternately at the client and the subject of sale, but in no case - to the side. Never get into an argument. It is better to first agree with the client's arguments and only then turn the direction of the conversation in the direction you need. Do not include negative phrases, “not” and “no” particles in your speech. Keep your hands open, avoid "nervous gestures" (twisting any objects in your hands, gnawing a pencil). Arguments in favor of a product are as important as they are - the strongest argument should be heard last.
Step 4
Maintain a reasonable distance in communication - 50-120 cm. In this case, it is better to be not opposite the client, but next to him. Listen carefully to your prospect and nod slightly, as if approving each new thought about the product. It is recommended to maintain the manner of negotiating that your guest has chosen (volume and tempo of speech, "intonation melody") and even adopt a similar posture of your interlocutor, if this is clearly not among the negative ones.
Step 5
A skilled salesperson knows that enticing a buyer to purchase and make a purchase can:
- his charm, politeness and courtesy, general culture of communication;
- Thorough knowledge of the goods, competence in all matters related to the transaction;
- grammatically correct speech;
- the ability to find an individual approach to everyone, to extinguish dissatisfaction with one version of the product with the offer of others;
- possession of emotions in any "emergency situation";
- mutual assistance in relation to colleagues.
