When working with a customer, you should never forget that there is a living person in front of you. People are all different, everyone deserves an individual attitude and approach. Considering that there cannot be two identical sales, it is necessary to be able to understand people, the motives of their behavior and master the psychology of communication.
Instructions
Step 1
Introduce yourself when selling. Be interesting to your interlocutor. The client should not get tired of you, this will certainly affect his perception.
Step 2
Expand your horizons, but at the same time eliminate arrogance and omniscience. The buyer will feel this attitude instantly and will simply stop trusting you. Show respect to him, then he will feel the same for you. Try to cultivate empathy and show a personal interest in your interactions.
Step 3
Improve your interviewing technique. When asking questions, adequately perceive the sounded answers. Constantly check how you understand the client correctly. In addition to traditional questions, ask clarifying questions. Remember that the questions must be appropriate. A successful salesperson speaks only 20% of the time spent with a customer, and 80% perceives the answers. Listening is one of the most important skills in this profession.
Step 4
Position your offer as unique and one-off, not one of many. Your task is to present the goods in such a way that buyers do not have a question: "So what?" They sometimes ask it, in your opinion, at the most inopportune moment, breaking all your convincing arguments and masterly speeches.
Step 5
Sell not so much the product itself as the result of its presence in the client's life. Understand the associated problems and challenges facing the buyer. Draw a figurative picture where these problems are absent. To make you feel confident, thoroughly study the product offered for sale and the effect it produces.
Step 6
Don't be based on logical decisions by your client. Here only 16% is assigned to logic. The remaining 84% are purely emotional motives. Among them are the usual lust for possession, prestige, status, greed, and sometimes even the fear of loss, which can be incurred if you do not acquire what you offer. Highlight the prevailing emotional motive early on in your communication and use this powerful leverage.
Step 7
Don't cut prices. By applying this method to persuade the buyer, you are more likely to retreat rather than conduct a competent business relationship. Appreciate your time, the level of products or services. Set prices reasonably appropriate. Anything can be sold cheaply. If competition was based solely on price fixing, the profession of a seller would not be necessary at all.
Step 8
Pay special attention to personal presentations of your product. Holding such events increases sales by about 10 times when compared to sending offers by any other means. In addition, this is a unique opportunity to produce the maximum effect on a person and sell not only the product itself, but also to convince the buyer of his competence, attitude to business and people. The best compliment from the customer is the recognition of your professionalism, which can be seen in all your actions, words, as well as in the way you present yourself.
Step 9
Take an interest in and participate in the life and development of your target market and the market of your customers. Discuss pressing issues on thematic sites and social networks, publish articles and newsletters for the target audience. Organize your own blog. The result of such actions will be your fame and authority among colleagues and clients, which will best characterize your work.
