The successful sale of goods depends on how skillfully the seller convinces the buyer that this particular product will satisfy his needs. Working with clients requires flexibility of mind, communication skills, and ingenuity. If you know how to find an approach, choose a model of behavior and the right words, then your personal sales increase. There are professional secrets that a good salesperson should know.
Necessary
- Personal sales work
- Buyers
Instructions
Step 1
Get into trust
The seller and the client enter into verbal communication during the sale process. In order for a person to willingly go to communication, please, endear him to yourself: greet him politely, the buyer should feel welcome; listen to him, try to understand his requests. To reduce the time spent on purchasing, you must know the assortment well and be able to communicate the functions and advantages of the goods. Get in the habit of serving multiple customers at the same time. No one should feel left out. Be creative so that the buyer purchases the product from you, find options that suit him.
Your attitude is important. Give yourself a set: solve the buyer's problem. After all, the buyer does not buy the thing because of it, but the solution to his problem! Consider the condition of the client at the time of his request for the product, this will help you develop a model of behavior. In addition, the priorities of the buyer are important: ignoring them, you risk of offending him. So, if he asks about the price, then answer exactly this question.
Step 2
Convey your confidence
The voice and the nature of the speech in communication with the client is important. No need to mumble and cut off phrases. Speak confidently, in a calm tone, building your speech correctly. Intercept the manner of the interlocutor, adjust to his rate of speech. Don't be prim, smile sometimes. You must instill optimism and convey your confidence in the quality of the product to the customer. Ask questions that highlight a wide range of suggestions, then narrow the questions down to clearly identify the client's interests and determine what information is required from you.
Naturally, the client will hesitate when buying, because he must spend his money on it. Be grateful if the client hesitates, objects, or asks questions. So you have a reason to discuss all the pros and cons with him and convince him to make a purchase. It is worse when the buyer is silent and does not give you this reason.
Step 3
Collection of information
If you do not sell a product in a store, but visit a customer at home or at work, you have the opportunity to collect information about him and about your competitors. Each customer is different. It is more difficult to work with women than with men, as they analyze, compare, and make choices longer. Retirees need a different approach than students or housewives. Study the interests, standards, norms of behavior of the group to which the buyer belongs.
In the course of communication, the buyer may mention your competitors, ask him questions: there may not be another chance to get this information. Find out what the client did not like there so as not to repeat other people's mistakes; maybe, on the contrary, your firm has weak points. Remember it, or better write it down.
When you are at home or at work with a customer, try to see him simply as a person: what is valuable to him, what objects or photos are on his desk, what he wears, what he reads, what he enjoys. Think, because you also like it when people are attentive to you.
Step 4
The end is a crown
If at the end of the conversation you still feel the client’s uncertainty, do not leave an open ending: “Think about it,” “I'll leave you a catalog,” “I'll call you back later” … You give your competitors a chance. Close the blank spots: return to incomprehensible places, ask additional questions, once again focus the client's attention on the merits of your proposal. And never give up! Even if this time it did not work out, after a while contact us again with a proposal: the circumstances change, and in a week your buyer may find himself in a different mood, his wishes and financial situation change - and everything will work out.
