Learn to sell the right way. How to learn to sell any product or service at a high price! The basics of sales. Type of customer: buyer psychology
Question from Maxim Zhukov:
Hello Nikolai and other readers of this cool site. I have a business in which direct sales play a very important role and you need to be able to close a deal by communicating with a client. Could someone tell me some tricks or techniques for effective direct sales. Or give advice on how to sell something that is not for sale?) Thanks in advance!
Answer to Maxim's question:
Hello Maxim. My name is Nikolai (author of this blog). The fact is that I am not particularly strong in direct sales, so I turned to one of the specialists. Therefore, Stepasyuk Mykola, an experienced sales manager, will answer your question;). So, the answer!
Everyone who enters the field of sales must work very hard and hard, honing their skills - I realized this already on the first day of my internship as a non-food salesman. The problem is that none of my newly minted colleagues burned with a special desire to teach me something. Ask why? The answer is very simple and does not require much explanation - competition. Competition is a kind of confrontation between people, designed to reveal the strongest and best person. A person who has a large amount of knowledge and skills in a particular area undoubtedly has more chances to emerge victorious in a competitive confrontation. And what does it mean to be a winner, that is, a better seller than your colleagues, what do you think? Respect, authority, a sense of dominance and, most importantly, a great wage is what separates a good salesperson from a super salesperson.
Having understood this in the early days, I gave up hope that someone would teach me something really worthwhile and effective and began to take steps towards my goal without outside help. Observation has become my main learning tool. I constantly followed the advice of my colleagues and listened to every word, picking out bit by bit the most successful and convincing sales techniques. Thus, within two months, I began to surpass all my colleagues in the art of selling various kinds of goods. Personally, I worked as a consultant in the IT department, but it doesn’t matter, because the sales scheme for any product is the same.
In the three electronics stores where I worked, I had the opportunity to get acquainted with the so-called "customer service standards". I must say that the time spent reading these rules was not wasted. Such documents are compiled on the basis of extensive research involving various categories of buyers. Further, the information is processed by psychologists and financiers, who, on the basis of the collected data, draw up service standards. Not all retail chains are the same. This is due to the fact that such rules of conduct for sellers are prescribed for certain categories of customers and products that the outlet distributes.
In order to give you a general impression, I will give an example of the basic standard scheme by which customers are served in any stores where advice is provided. So here it is:
- Greeting (eye contact, smile, greeting itself);
- Attachment expression (the sales assistant must ask the client a question to which he cannot answer “No”);
- Clarifying needs (setting different types questions, the consultant should understand the client’s need as clearly as possible);
- Presentation (for the presentation, you need to select two, maximum three products. When a person shows interest in one of them, you need to talk about it in detail. When naming a function, the seller must immediately indicate how it is useful and what benefits it gives to the client);
- Pushing to buy (you need to “force” the buyer to make a decision to buy a product. There are many methods for this, among which there are very effective method three "Yes", more about it later);
- Completion of the purchase (fill in all the documents and give the goods to the buyer).
Method of three "Yes"
Human psychology is arranged in such a way that after several affirmative answers, he will not be able to immediately answer “no” to any other question, but will automatically say “yes”. Based on this human feature, this technique was developed. In practice, it is still easier than in words. For example, the seller asks the question: “Do you like this phone model?”, “Are you satisfied with the camera?”, “Are you buying?”. To the last question, 90% of people will give an affirmative answer, that is, they will say “yes”. Of course, this does not guarantee that the buyer will definitely buy the product, but it significantly increases the chances of this. The main thing in this technique is to choose the first two questions correctly, to which a person will definitely say “yes” without hesitation.
From beginning to end, a conversation with a buyer is a battle for trust and respect for yourself, that is, the seller. When communicating with people, you should not blindly follow pre-memorized phrases, but adapt yourself to each individual person who has visited your trading network. It is this principle that has inspired me to develop my own individual methods of talking with clients. And, the essence of these methods is as follows:
- Start right. I'm sure few of you understand what I mean. The bottom line is that the standard scheme requires you to start a conversation with a phrase-attachment, but does not oblige the sales assistant to first give his name before moving on to business. And this, I will say from my own experience, is a very important thing. If you introduced yourself, then the person feels a strong connection with you, because you have shown that you are ready to communicate not only as an employee, but also as a person. Humanity is what everyone wants for themselves. Smart and experienced salespeople always name first and only then start talking to the point;
- Give a compliment. Take a closer look at the person even at the moment when he just entered. Find something in him that you can compliment him for, but be gentle. A compliment can be done not only for appearance. For example, during a consultation, you saw that a person is quite well versed in the product that you are selling to him - praise him for this. Thus, you will be able to evoke a feeling of gratitude towards you, which will positively affect the further course of the conversation;
- Conduct the conversation skillfully. Do not look your client in the eyes all the time, and also at your hands, at the wall, or somewhere else - it is not necessary. Best of all, when the seller glances at the product, says one or two of its features and then returns to the eyes of the interlocutor, where he stops for 5-8 seconds. And, as for the volume of the conversation, what do you think? Keep the volume of your voice just below average. It has been scientifically proven that at this mark the voice of any person is the most pleasant, and therefore information is perceived best under such circumstances;
- Control the attention of the interlocutor. This item should be given special attention to employees of large retail outlets with heavy customer traffic, who walk around, make noise and distract both the seller and the buyer. In order for the client not to be distracted, take in your hand any object (a pen will be the best option) of a bright color and from time to time focus the interlocutor's attention on it. To do this, you can point this object at the product or raise it to the level of your eyes, make two or three circular movements, while substantiating or describing the functions of the product;
- Work with objections. Personally, I think that the way companies offer to deal with customer objections is fundamentally wrong, and you will now understand why. If the buyer makes a claim about the goods, then according to the generally accepted scheme, the seller must say the following: “You are partly right, but ...”, “I can agree with you, but ...” and so on. I am convinced that if you say this, then the person will not be completely sure of the veracity of what you, that is, the seller, will say next. Thus, he subconsciously understands that he can be deceived. That is why I recommend that you clearly say the following: "No, it's not" or "I'm sorry, but I can't agree with you." With such words, you will not question your authority and do not offend the buyer, because you did not directly say that he was wrong;
- Play with dignity. By "lose" I mean failure, that is, when the customer never "ripens" to make a purchase. Many sellers in this case, even "goodbye" can not normally say, not to mention something else. In the case when a person leaves without making a purchase, you need to sincerely smile and agree with his decision. It will be very pleasant for the client if you take him to the exit and wish him all the best there and ask him to come to you again. But this moment is important. It is generally accepted that a person should be invited to the store, but, personally, I think that the buyer should be invited to his place, for example: "I will be very happy if you come again and we will have the opportunity to talk again."
I wrote this article to answer Mkxim's question and so that young people who are just starting their journey can learn and improve their skills. Through competition and greed, I had to learn everything myself and spend precious time on it. I do not want to keep anything a secret, I am ready to share my knowledge, because I believe that in this way I can contribute to the formation of young professionals. I have never understood people who hide knowledge because it should not belong to one person - it is the property of many people.
If you want to become a successful entrepreneur, sooner or later you will ask the question: “How to sell correctly?” Let's open a secret: there is no universal way to sell a product or service. After all, each of them has its own customers, to whom it is necessary to find individual approach. Despite this, there are certain general conditions for the correct, fast and fruitful sale of goods to customers and, as a result, an increase in business turnover.
What influences the purchase
Purchase motivation has its own factors:
- quality;
- saving;
- seasonality;
- specific dates.
A good salesperson knows how to properly sell a product in a store. He will find out the above factors, and then he will offer a product that meets the needs of the buyer, taking them into account. And, as a rule, a certain purchase is always influenced by several factors.
Sometimes motivation is based on emotions. Having decided how to sell to him, the seller will take into account the data about the person for whom the product is intended.
Also, the purchase motivation is influenced by external and internal factors. External are:
- store reputation;
- friend recommendation.
Internal factors are the characteristics of the product. For example, a buyer makes a decision to purchase a thing only on the basis of appearance last.
The Art of Selling
How to sell goods in the store, on the Internet and by phone? The rule is universal: make sure that the deal is mutually beneficial. Compliance with simple rules will help increase sales several times:
- Advertising is the engine of commerce. The development of a competent marketing policy, high-quality and thoughtful advertising, and holding events aimed at increasing sales will make a lot of people know about the product. Most effective method- advertising on the Internet or on television. This service is not cheap, but it gives a good result.
- Sales objection training will allow your salespeople not only to learn how to sell in theory, but also to be able to do it in practice. Pleasure and positive is one of the components of a successful seller. A professional manager sells with pleasure, he does not do it in order to get a one-time benefit. After all, friendly communication with the buyer will push him to visit the store again.
- Sales technologies allow you to increase the number of purchases and get more regular customers. One of the rules of technology is the assignment of a specialist to a specific buyer.
- Set up a system of rewards and rewards. Selling “on pure enthusiasm” has never brought big profits to anyone.
The ability to communicate is a feature of a good seller
The initial contact with the client often takes place over the phone. You should not take the time of the client when talking on the phone, it is always better to make an appointment as soon as possible. Already in the course of personal contact, you can determine how to properly sell the product in the store to the seller and demonstrate its advantages to the buyer in all its glory.
Selling goods at an interview also has its own characteristics. Gotta be here a good psychologist, feel the direction of the conversation and not press on the buyer. It is better to share your own impression about the product, you can even mention some minor flaws in passing.
The principle “everyone likes to shop, but not many like to be sold something” is aimed at subtle and tactful communication with the buyer. Even if the sales process develops into a claim on the part of the buyer, you should not give in to emotions.
Profession merchandising
This term is firmly rooted in our everyday life. Large trading companies have entire departments whose employees are engaged in merchandising and know the answer to the question: "How to sell?" This profession in the West is mastered for more than one year. What is merchandising? These are actions that are aimed at increasing sales or turnover.
The main instruments of these actions:
- availability of price tags;
- effective layout;
- compliance with company standards.
There is nothing new. Merchandising rules also worked in Soviet times, but did not have such a colorful name. The price tag as a kind of document for products is the most important component of all this. It carries information about cost and manufacturer. A gross violation of the rules of trade - a discrepancy between the price of the goods and the amount in the fiscal receipt. It is the merchandiser who is responsible for this in large retail chains, in smaller stores - the seller, in the online store - the administrator.
The secret of successful sales
- The leading role of the seller is the key to a successful sale. The manager needs to be confident in the quality of the product, in himself and in a positive response. Without knowledge, emotions alone will not go far.
- The presence of scripts and speech tricks in sales techniques allows the seller to easily lead the conversation in the right direction, understanding how to sell correctly.
- The secret to selling with heavy buyers is that the seller must be able to listen. Then he will be able to determine the needs of the client and make an ideal offer for him. A trick that works: when a potential buyer speaks, he does not have time to come up with an objection or excuse.
- To do profitable proposition, from which the client will not refuse, you need to work not with the product, but with the benefits that this product brings and that the buyer can receive. This can visually solve the problem of the client, and this is exactly what he expects from his purchase.
- Maybe, main secret a successful sale is to make the customer feel important. Everyone strives to be understood.
- Telephone sales are efficient and fast way sell by identifying and reaching more potential buyers.
Millions are spinning on the market, but only those who know how to properly sell goods can extract at least one thousand from there.
Effective sales strategy
- Establishing contact and identifying needs are essential steps towards successful sales.
- Understand that the client will be convinced not by what the seller says, but by what he understands from this conversation.
- Do not try to influence the buyer, as this will inevitably cause a negative reaction. Whether a defensive reaction is justified or not, it must be accepted by the seller and taken into account in further communication. This is the so-called "answering objections", a streamlined form of client resistance.
- The final stage is the achievement of the result. It is important to remember: until the client has paid for the goods, the order does not matter. The buyer can always refuse or not pick up the purchased item. That is why, in order to increase turnover, the final stage of the sale should be handled by professionally trained personnel who know how to sell goods correctly.
Well-known French experts in the field of merchandising A. Lancaster and J. Chandeson in their book “Effective Sales Strategy” believe that a sale is a kind of transaction where the interests of the parties do not always coincide.
Sales is one of the most controversial and promising professions in the world. People are engaged in sales, as without higher education, and with three educations and a scientific degree. Sales are handled by salespeople behind the counter and executives of large companies in large, spacious offices.
A lot of people love to sell, and a lot of people hate to do it. But it is sales that can help you always have an interesting job, generous bonuses for your efforts, and opportunities for self-development that you will not get in any other profession.
Salesmen are not born, anyone can learn to sell, man or woman, young or old, with an economic or technical education.
Here are 17 success rules that will help you learn how to sell:
1. Set yourself a goal.
Until you say the following phrases to yourself, declare your intention and believe in your own strength, you will not be successful in sales. Phrases for self-motivation for sales training:
- “Yes, I want to learn how to sell!”
- "It is important for me to learn how to sell!"
- "I take responsibility for my development and my success"
“I promise myself to achieve my goals”
2. Imagine the future.
Imagine yourself in a year, you know how to sell well and earn several times more than now. Imagine what you would like to achieve in a year, what to buy, where to go, where to live. Imagine all this in such a way that you want to achieve it. Do you really need it? Why are you going to learn how to sell? It's worth it! Then go ahead!
Think about what you do best when interacting with people. What is the most difficult for you. Every day choose one of your strengths and one of your weaknesses and set yourself such tasks to make them stronger and stronger. Strengthen what is given and tighten weaknesses. For example, if you find it difficult to work with the client's objections, then devote time to this every day (write down the most, and look for information on how to respond to them so that you always have convincing answers to "Expensive", "I'll think", "I I’m just looking”, “I don’t need anything”, “You didn’t convince me”, etc.)
4. Study your product and your competitors' products.
Find out everything about your product, ask customers what they especially like, why they buy. What were they compared to when choosing? You will soon become an expert and will be consulted.
5. Watch other sellers.
Notice what you like about the behavior of other sellers and try to do the same. The most interesting finds include your vendor arsenal. Look at other people's mistakes. Think about how you could serve the customer differently.
6. Ask buyers for advice.
Never argue with a buyer. It is better to find out why he thinks so, that he will advise how he thinks it is better in this or that situation. If the Buyer refuses to buy, ask if he can give you advice for the future as a seller.
7. Find a mentor.
8. Read 2 sales books per month.
Yes. Two books per month. You already know everything, there is nothing new in them. Sales books are for beginners. It is because you think so that you now have such results. Look for diamonds, don't reinvent the wheel. Download materials from the book "111 tips for salespeople. How to become a better salesperson" (Google Drive link)
9. Analyze your work.
At the end of each day, ask yourself what you did best and worst in sales for the whole day. Analyze your work and draw conclusions. There are no conclusions - there is no development.
10. Work for the future.
Do your job 10% better than expected. And in a year you will receive 50% more than expected. To receive, you must first invest.
11. Be persistent, confident and patient.
Try to help the person as much as possible, at the moment of communication with the buyer this is the most important thing for you. important person in the world. Listen, clarify, demonstrate confidence and desire to help. Take as much time as you need. It may seem to you that this buyer will never buy, but if you analyze 100 of your buyers, you will see that they made the largest purchases thanks to your attention, and you could not always imagine that they would buy so many from you.
12. Build loyal customers.
Think ahead, offer what the buyer will only think about tomorrow, help him see the future, seize new opportunities and get rid of problems. Include personal communication, charm and invite buyers to come back again. Exchange contacts with buyers, sell to friends and friends of their friends.
13. Be good listeners.
Ask questions, ask more and talk less. Successful sellers know how to make the client tell everything about himself, and even sell to himself, what you wanted to tell him. Learn to be doubly attentive listeners on the phone, be sure to develop your phone sales skills on!
14. Never give up.
There will always be failures. Rejoice in them - they develop you. What has this failure taught you? What will you do differently next time?
15. Attend sales training.
Each sales training gives you as much experience and practice as you get in half a year of successful work in sales. Trainings develop you instantly, trainings save you time, trainings help you improve what is difficult for you to develop in yourself without other people. Attend all the trainings that you can attend in the company, and if there are none, then go to a good open training in your city. Invest in yourself, this investment pays off the fastest! This is the quality of your life!
16. Create your environment.
Connect more with people who believe in you, support you, and inspire you.
17. Always keep developing.
Life is an escalator - which goes down, as soon as you stop your development, there will be a lot of temptations to waste your strength, time and energy. Think about the future. Live in the present. Sell with pleasure. Be sincere. With your help, every day there are more joyful and contented people in the world! The buyer is your friend, take care, help him in his situation and he will come back again and again.
Have you decided to improve your level in sales?
Ask your manager if your company plans to train you and your colleagues in sales trainings in the near future!
Say that the fastest way to increase sales is to invite a sales trainer directly to your office to conduct training for all sales staff at once!
We can offer your company the following assistance:
Analysis of commercial offers and emails (want to find out how smart and attractive what you send them looks like?)
Ask a sales question!
Whether the entrepreneur knows how to sell the product depends on his income and the income of the seller. Let's consider the main nuances of marketing in several "projections".
The advertisement is engine of the trade
From practice it is known that the majority of purchases by people in the store is carried out impulsively (unintentionally). In this case, the appearance of the goods, its packaging or the advice of the seller are of no small importance. Therefore, the role of such a specialist in this field acquires a certain variety.
How to sell a product correctly? Of course, the first point of the answer to the question posed should be a friendly meeting of the buyer in the store. The seller must also be able to offer the thing he needs. They may also be asked to purchase some related products. So, for example, when purchasing a suit, the buyer also chooses the appropriate tie.
The seller, having decided for himself how to properly sell the goods to the buyer, should nevertheless put the method of persuasion as the basis. The analysis of sales processes showed that the decisive influence on the buyer is the use of such tools as speech, manners and knowledge of the merchandising qualities of goods.
The advantage of word of mouth advertising over its other types is in individual communication with buyers. In fact, these two subjects of trade are independent individuals with different needs, characters, requests and temperaments.
The character and mood of a person determine his desire to buy a product.
In order to decide how to sell a product, the seller needs to recognize not only the mood, but also the nature of the buyer. The second quality is a set of basic and rather essential personality traits, thanks to which a person differs from other members of society. By character, all people are divided into decisive and indecisive, strong-willed and weak-willed, passive and active, etc. Often, character directly depends on temperament: melancholic, sanguine, choleric and phlegmatic. It is easiest for the seller to determine the nature of the buyer in the course of a conversation with him.
Therefore, the distributor, determining how to properly sell the goods to a particular person, must choose the appropriate approach. For example, inert customers need to be served more actively, and choleric people get irritated too quickly, so you need to be especially careful with them.
Purchase motivation
Purchasing motives may include factors such as quality, economy, seasonality, and specific dates. The seller needs to find out all this, and only then offer a product that meets the needs of the person. These factors cannot be considered in isolation from each other. Often, several factors influence the purchase at the same time. Sometimes there are motives that are based on emotions. Therefore, the seller, having decided how to sell the goods, takes into account the data about the person to whom it is intended.
Purchase motivation is influenced by both external and internal factors. External factors include the reputation of the store and the recommendations of friends. Internal factors are the characteristics of the product itself. Often, the buyer makes a decision to purchase a particular product under the influence of the appearance of the latter.
Sale of foreign-made goods
Today the market is quite diverse and saturated with goods of both domestic and foreign production. At the same time, many specimens, unfortunately, cannot “boast” of their high quality. When deciding, for example, how to sell goods from China, the store needs to have all the permits and certificates for these products available. Only in this case, successful implementation and obtaining the desired profit is possible.
How to sell a product over the Internet?
Studies have shown that about 35% of all buyers perceive the product by sight, 15% by ear, 20% by sensation, 6% by taste and 4% by smell. It is also necessary to take into account that a person is able to remember only one-fifth of what he heard.
Therefore, the seller, when determining how to sell goods via the Internet, cannot ignore these observational results. A prerequisite in online stores should be the availability of high-quality images of the product, its full description and, preferably, reviews. Of course, if the buyer decides to call the contact number, then a competent operator must answer him.
Basic trading rules
In the modern trade sphere, it is very common to come across such concepts as marketing, merchandising and cold contacts. Any self-respecting seller needs to know the basic rules of how to quickly sell a product and get paid in full for it. So, let's try to understand the above concepts.
To obtain a successful sale of goods, you can try the techniques used by sales representatives (specialists involved in promoting goods in outlets). Their work is based on a product catalog, which they bring to the store and subsequently conclude sales contracts.
Modern large companies selling several groups of goods oblige sales representatives who are on their staff to undergo special trainings on the topic “How to learn to sell a product”, the main focus of which is to study the tools for increasing sales by expanding the customer base.
It is these specialists who later become marketers, i.e., professionals in the sale of goods to the consumer.
Merchandising
Today, this term is no longer surprising to anyone. In large trading companies there are entire departments whose employees are engaged in merchandising. The profession of "merchandiser" in the West is obtained in the process of training not in one year.
So, merchandising - actions aimed at increasing the volume of trade. The main tools in these actions are: the availability of price tags, beautiful display and compliance with the standards of a particular company in terms of representation. As you can see, there is nothing new here. This rule worked in Russian trade before, but did not have such a beautiful name.
An important component in all this is the price tag, which is in some way a document for the product and carries information about the manufacturer and cost. If a discrepancy between the price in it and the amount in the cash receipt is suddenly revealed, then this is a gross violation. In large retail chains, it is the merchandiser who is responsible for this, in small stores - the seller, and in online stores - the administrator.
Cold contacts
This term is also known as "cold sales". In this case, the same rules apply as for any other sales, but with some additions. So, the rules of greeting, presentation and definition of needs must also be observed, but the conclusion of the transaction will take place already in a personal meeting (if we are not talking about an online store).
The structure of the conversation has some differences from personal communication. The seller does not see the eyes of a potential buyer, which significantly reduces the likelihood of a successful transaction.
How to sell goods over the phone? This question interests many people today. This type of sales often requires great patience and readiness for the fact that the expected success may not come on the second, not even on the fifth call.
One of important points telephone sales - the ability to conduct a conversation. You need to prepare for the fact that the interlocutor can lead a large number of excuses and reasons not to buy the product. Therefore, one must be 100% confident in the quality of products and be able to correctly describe its advantages.
How to sell expensive goods?
If the company is engaged in the sale of expensive goods, then in this case there are some nuances that must be taken into account.
First, before offering an expensive product, you must first collect information about the client's solvency.
Secondly, if we are talking about cold sales (by phone), you need to find out how convenient it is for the interlocutor to talk to the manager. If a potential buyer is currently busy, then you need to find out the time at which you can contact him again.
Thirdly, the manager must know his text thoroughly, literally by heart. That is, to have complete information about components, price list, warranty period and possible discounts.
Summing up the material presented in this article, it is necessary to note the following. In order for a product to be successfully sold, you need to know a few simple rules, have specially trained employees (managers, marketers and merchandisers) and, of course, a desire to work.
One of the most important components of business is the ability to sell. And, whatever. After all, they sell not only things and services, but also themselves, for example, getting a job. Or your ideas, while convincing the investor that they will bring big money. Without this skill best business ideas will not bring profit.
Salesmanship
When I started doing real estate, I was surprised to realize that it takes as much effort and energy to sell a property worth several hundred thousand rubles as it takes to sell an inexpensive bottle of perfume or a woman's dress. That is, the principles are the same and, having understood how they work, they can be applied when doing any kind of business.
To master the technique of sales, you can read special literature. Now there are a lot of it on the shelves of stores, it is written in an interesting, easy and understandable language. If you're pressed for time, you can get a couple of pamphlets on salesmanship for network marketing people. It briefly and clearly describes the basic principles of the technique of selling goods. This includes a lot, from the behavior of sellers and attracting customers, to working with regular customers, advertising and placing goods on shelves. I also advise you to read Dale Cornegy, and if you have already read it, then re-read the chapters on sales, business and communication with people.
Good sales are impossible without three components:
- Self-confidence. If the seller looks insecure, then he will not be able to see trust, which means that he will not be able to convince the buyer of something. Confidence comes with knowledge and experience.
- Company confidence. It is difficult to be sure without information about the manufacturer of the goods.
- Product confidence. The same thing - not being sure that the product is of high quality and useful, it is difficult to convince others of this.
good seller rules
Don't be intrusive and don't fuss
Unfortunately, fussiness is inherent in many. This often affects both MLM representatives and boutique sellers. But we must remember that the buyer, seeing this, perceives this not as concern for him, but as a desire to impose something unnecessary on him. Obsession is considered normal for a market trader and is perceived as a tribute to tradition. The modern salesperson, on the other hand, should have self-respect, and not hover around the buyer like an annoying insect.
Help the customer solve their problems
Understand what exactly a person needs and try to sell him exactly what he came for. For example, a young woman comes to my store and starts choosing a suit. In the process of trying on, I understand that she has recently gained weight, is very shy about this and is looking for something to hide it. I suggest trying on black jeans and a sweatshirt with large pockets on the stomach. Rather, I force, almost by force :). Putting on these things, she is delighted - the fullness of the hips was hidden by trousers, the stomach - pockets. And she was sure that now she would have to wear "woman" costumes. It is clear that for the next new thing, it will first of all come to my store.
A person, having seen a product that meets his needs as much as possible, is even ready to fork out for much more money than he planned at the beginning. This is your field of activity, because he does not know about everything that you trade, about new products and their capabilities.
I suggest watching a video on how to sell a product correctly. The technique of selling goods described in it works great, despite its simplicity and accessibility.
Own information
A good seller has maximum information about:
- your business - a marketing plan, pricing policy, etc.
- product - country of origin, composition, quality, tests carried out, consumer properties of the product, reliability, consumer reviews, etc.
- manufacturers;
- novelties - new products, materials, best business ideas, production methods, innovations, types of packaging;
- competitors - who they are, their prices, plans, etc.
Be polite
Paragraph 1 - the customer is always right! If the buyer is wrong, see paragraph 1. This is of course a joke, but psychology is very important here. You can argue with one person, another will take it as an insult. Salesmanship is that the buyer leaves us with a purchase, satisfied and remembers us when he or his friends need something from what we sell.
Be sure to SMILE! Only not with an idiotic American smile, for most buyers this is a call - they want to sell me something :). Is it hard to smile? Keep a collection of jokes nearby or remember something funny before meeting with a potential buyer. Then, even on an already serious face, a trace of a smile will remain, and the person will notice it, and it will be easier for you to start a conversation. The same must be done before talking on the phone and the person will feel the echo of a smile in his voice.
Never speak badly about competitors, but be prepared to talk about them so as not to get confused when the buyer says - but in a nearby store ....
Speak in normal language. Now a lot of people who have graduated from any business courses or simply think that it is modern begin to talk with strange intonations. Another example from life: a young man calls me from St. Petersburg, offers and, speaking Russian, manages to give out such intonations that I was simply blown away by the lectures of American business coaches :). It's funny, but it makes it difficult to understand the essence of his proposal. I ask if he is sure that he is calling the Volga, and not the Mississippi? The guy stews and starts talking normally.
Also, do not use foreign and highly specialized words. By constantly inserting them into speech, a person does not show his education (as it seems to him), but the insufficiency of his own vocabulary and disrespect to the interlocutor.
The technique of selling goods and services is very extensive, so I will return to the question of ideas, services, etc. more than once. In addition, I try to write about it in almost every article about making money without investments or. After all, in any entrepreneurial activity has its own characteristics and when trading in real estate you need to pay attention to one thing, and offering the services of a marriage agency is completely different.
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Vika at 18:58
http://tworismelo.com/
Well, it seems to me that the main thing is to believe in owl goods, if you sell what you like yourself, then others will buy ...
In general, you need to be able to sell, but you can learn, if necessary.
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