Sale is an art. Some kind of beautiful dance. You can execute it so that at the client the spirit will grasp, and, without having had time to come round, he will tell to you “Yes”. However, dance pair, and the client here is not the spectator but the direct participant. You conduct, but try not to come to “partner” on feet, differently he will choose to himself more professional pair.
At each dance are present both improvisation, and base pases, without knowing which, you will stumble not on the second — on the first step. On sales is the same situation. You should know well key rules and, thus, to be ready to any surprises.
As it is known, all process of sales can be described six stages:
1. A contact establishment.
2. Revealing of requirements.
3. Goods presentation.
4. Work with objections.
5. Transaction end.
6. An exit from contact.
How to pass this difficult way without errors? What skill the seller-professional should possess? How to make so that the client remained it is happy and has returned to you yet once?
The motto of this stage: «You will never have the second possibility to make the first impression».
The first 30-60 seconds the client is especially sensitive to the smallest nuances of behaviour of the seller. Be attentive, watch the subconscious displays. Remember that at present you for the buyer is absolutely stranger. And unfamiliar people, as a rule, concern all cautiously.
Your purpose is to “open” the client, to create confidential atmosphere between him and you. For this purpose it is necessary to define what client before you, in what mood he is and as on it to “be adjusted”. The seller-professional usually not only «makes the file» on the buyer but also supervises the gestures, a voice, a mimicry.
The open smile, pertinent compliment, the reference to the client by name, sincere interest to his person and problems are effective ways of an arrangement of the person to the further conversation actually is a lot of gestures. Seize these not artful receptions everyone can. However, it is necessary to remember that your actions should be pertinent. Do not change. Having felt falseness, the client will cease to trust you.
And the most important thing is to “make friends” with the client. It is only one of the means which will help you to arrange the buyer to conversation “heart-to-heart” in which course you will manage to reveal real requirements. Do not go in cycles in the first stage. Having felt that the client “is ready” conduct it further.
Revealing of requirements of the client.
The second stage of dialogue comes when the trust is created.
Here it is important to remember that if you will not listen to the client, he will be listened by someone another. Do not hurry up to lay the cards on the table, at first learn as much as possible about the interlocutor.
Try not to ask questions on which the client is limited to the answer “yes” or “no”. Let he will get to talking, will feel the importance, and the main thing is to formulate requirements and desires.
Try to define that for your client has the greatest value: comfort, safety, profit or image. Having found out, what motive moves the client at purchase fulfilment, you will manage to present the goods competently then.
Today it is quite simple to find a good b2b connection – this is where a professional appointment setting can help you a lot.
And some general tips – today the web technologies give you a really unique chance to choose what you want for the best price on the market. For example, search for free insurance quotes. You will be amazed how quick you can find range of products and prices for them. Strange, but most of the people don’t use this opportunity. In real practice it means that you should use all the tools of today to get the info that you need.
Search Google and other search engines. Visit social networks and check the accounts that are relevant to your topic. Go to the niche forums and participate in the discussion. All this will help you to build up a true vision of this market. Thus, giving you a real chance to make a wise and nicely balanced decision.
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