Once the famous American manager Buck Rogers remarked: “ A poorly trained salesperson insults customers and wastes their time».
This is especially true for those sellers who offer expensive goods to their customers.
Agree, to buy, for example, chewing gum or chocolate, it takes a few seconds to think. Please don't be sorry.
But to decide to purchase an apartment in the city center - here we are already talking about weeks, or even months. And it will be very disappointing if the sales manager works “idle”, describing to the client some delights of life in the very center of the metropolis.
"Thanks, Cap. But somehow this is not enough.”
The customer is without a purchase, and the seller is without money.
The specifics of sales of expensive goods has a number of its own characteristics. Methods and techniques for implementing simple things do not work here.
Today we want to talk about how to sell such products to the end consumer using text. You will learn 11 ways to convince potential customers.
What goods will we call "expensive"?
We are talking about expensive things in the B2C segment. It can be cars, yachts, real estate, branded clothing, Jewelry, antiques, luxury furniture...
All that for which the client will have to pay a large amount of money.
Of course, expensive goods are also found in the B2B sector (equipment, transport assets, raw material bases, etc.). But this is a slightly different direction of sales - its own decision-making process. We will definitely talk about it another time.
Now our task is to sell an elite item of trade to a private person.
11 ways to sell an expensive product
1. Detailed presentation
This is what we talked about at the very beginning. Selling a chocolate bar doesn't take much time or effort. In principle, there is no need for "tons" of information. Enough main advantages and a good offer.
But the more expensive the product, the more serious and detailed should be its presentation. Here the client is already interested in every little thing, any, even the smallest detail.
The presentation of the product itself is an order of magnitude more complicated.
The text should convey as much as possible full information that will be of interest to a potential client. Naturally, within reason (without going to extremes, that, say, there is a white filler in a leather sofa).
2. Accurate numbers
Try to provide accurate and "detailed" numbers. The use of all kinds of "rounding" is unacceptable here. If the starting offer is 18,038 rubles, then there is no need to artificially lower the price to an even figure - 18,000 rubles.
Remember, the “smoother and smoother” the indicated amount, the more questions and mistrust it causes.
Another trick is to prescribe discounts and promotions in terms of money, and not as a percentage. Let's say "discount for this model is 3500 rubles", and not "we offer a 7% discount for this heading".
Agree, 3500 rubles "look" much more attractive than 7%.
3. Exclusion of "cheap" evaluation degrees
Firstly, you should not frankly compare the offered product with its analogues from other stores (in the style "our car is much cooler than ____, which is exhibited by our" neighbors ").
Secondly, try to avoid any evaluative degrees in the text. They can significantly reduce the effectiveness of the selling text.
For example:
“Yes, you can find cheaper shoes. But it won't beChristian Louboutin» .
“You are not satisfied with cheap accessories, like everyone else? Looking for more expensive cufflinks?
4. Answers to questions
Immediately prepare for the fact that there will definitely be questions from the client. However, they are even in the process of selling ordinary goods, but not in such quantities. The task of the selling text is to predict them (give a complete answer).
What should be considered?
To begin with, be aware of the fact that the client is already prepared to some extent - armed with knowledge.
So, let's say if a man buys himself new car, then he knows exactly how to manage it, and on what specifications should pay close attention.
Simply put, you need to study the product in detail and put yourself in the place of the client. Then prepare a list of questions that may be asked by the potential buyer. And write the answers in the text.
5. Future Savings
As practice shows, a person is more likely to make a positive purchase decision if he is offered savings (of his time, effort, banknotes). And the offer “product + GIFT” will be less effective.
This can be represented as follows:
"You are buying wrist watch ____ and get a stylish banknote clip as a gift.”
“You buy a ____ watch that will serve you for many years with perfect accuracy to the second. And this means that you always arrive on time for important meetings and give the impression of a serious, punctual person..
Of course, the second option is much "more voluminous". But this is specifically to show you the main point.
We think the direction is clear.
6. Elimination of psychological barriers
Sometimes a client who has already tuned in to serious purchase, there is a certain psychological barrier. He does not allow him to easily say “YES” to you.
Remember your emotions when the closer you were “brought” to the purchase, the more doubts formed (“do I need it”, “maybe I shouldn’t rush”, “I still have time to think”, etc.).
A good sales copy should overcome barriers with interesting arguments.
These arguments can be used:
- Getting a new status (" you buy the legendaryRolls Royce, which stands in almost every garage of Hollywood celebrities»).
- advantageous component (“this is Justina Copanya - her works are increasing in price every day, imagine how much the paintings will cost in a few years”).
- New opportunities ( “becoming the owner of this SUPER-bike, you can try your hand in 2 months - take part in the annual competition ____”).
This is just a small part of what can be offered to clients. Search and find your solution.
7. Specifications and benefits
Everyone knows about this, but many either safely forget, or do not quite understand correctly.
If the sales text lists only technical characteristics, he will not show a high result (as well as a sales manager who knows the main “data” of the product, but does not draw appropriate conclusions from them).
Only benefits, and everything for the client:
"These earrings are made of 14k red gold, so your ears will be reliable protection from irritation and any other discomfort ".
“The apartment is located in fact, a three-minute walk from the metro station, so you can quickly and easily get to any area of the city, bypassing all traffic jams”.
8. Prestige owner
A great way to make a neat "pressure" on a potential client.
Buying expensive goods implies the formation or strengthening of the prestige of the new owner.
Everything is elementary. If we were talking about simple things, then, most likely, this technique could be called “social evidence”.
But we offer expensive goods. And the reviews of "Petya, Sveta, Vova" are not suitable.
So, we will use big names whenever possible:
“Movie stars such as ____ have already bought apartments in this house.”
“This costume is especially popular among French socialites. And from France itself, as you know, fashion begins..
“Yes, the tie costs $1200. But, if you watched the latest episode of the James Bond movie, you noticed that main character complemented his image with the same model ".
9. Switching on emotions
We all know that the longer a person spends with a product, the more difficult it is for him to part with it. The standard situation is when we are asked to hold a thing in our hands or try on a coat we like.
In the selling text, this approach is excluded. But we do not despair and connect a little trick - we ignite emotions with words.
“Look how the diamonds sparkle. And this is just a photograph. But diamonds are living stones. Now imagine how they will play on your finger".
10. Observance of courtesy
The selling text should not aggressively "push" expensive goods to the client (according to the principle " there is a lot of money, you can offer to buy from overclocking»).
This is a special culture of politeness that does not accept extremes (by the way, we already talked about how to contact wealthy people in the article "").
Some step over the line. As a result, the client reads impudent exhortations or pleading requests. However, there will still be no result.
Only dignity, courtesy, delicacy and close attention to the client.
11. Selling to multiple people
It happens that a product is chosen immediately for many people (family, two lovers, friends).
For example, young families often buy an apartment, cars change with the advent of children, and elite apartments are rented for parties with friends.
The seller (in our case, the text) must convince not one person to buy the goods, but a group of people at once. This is enough difficult task because the decision here is made by everyone in their own way.
Let's say you're selling a family-type yacht. What can be offered to a man? The first is the unique “working” indicators and speed. But a woman will be interested in the comfort of stay, external and interior decoration, room for children.
The selling text must find the right arguments for each person who, one way or another, makes a purchase decision.
It is important.
Afterword
Selling expensive goods requires serious attitude. You can’t relax, believing that rich people buy expensive goods - accordingly, they make a positive purchase decision easier and faster.
A client who has decided to spend an impressive amount of money wants to clearly understand WHY he should give this amount to you.
The answer to this question is the essence of the selling text.
That's all.
Spring and always sunny mood for you.
Sales is one of the controversial professions in the world. Both people with higher education and without it can be engaged in them. Salespeople are not born, they are made. Let's figure out how to learn how to sell as efficiently as possible.
How to learn how to sell any product
Learning how to sell is pretty easy if you have necessary qualities and you can easily digest new material. The ideal salesperson must understand the line between helpfulness and dignity. Customers need to be catered to, not "creeped" in front of them. For this, a greeting, a polite smile and an even tone are enough. Do not be afraid of failure. Even the best baseball players in the world miss 8 out of 10 attempts. In sales, this statistic is even worse. The seller must be sure of the quality of the goods. To do this, it is better to study it fully and be ready to answer any questions. Moreover, it is possible to sell correctly, using the shortcomings of the goods. So did James Young, manager of J. Walter Thompson, in 1941. The company received a batch of apples with black dots. He sent them all to customers with a note that the fruits were grown in ecological conditions, and the black dots are a sign of quality. To sell successfully, it is important to stand out from the crowd. When there were so many product catalogs that they no longer fit on the shelf, customers stopped studying them. They just took the catalog from above. Noticing this feature, 3Suisses simply reduced the size of the catalog. Sellers were forced to lay it on top. This move dramatically increased the company's profits.10 rules for successful sales (in the store)
Trading has always been a popular way to make money. However, only those who know the secrets of sales and know how to sell with their help achieve success in this area. Let's consider them in more detail. Greetings Imagine that you want to listen to new hits on the radio. But, turning on the device, they got on the wave with boring songs. What will you do? Turn off the device. The same thing happens with the client. With a boring greeting, he simply does not want to buy anything. Customers should be greeted with a smile and a friendly tone of voice. As a sign of respect, the employee should turn his body to the buyer. From the first seconds of communication, the visitor should experience comfort and attention. The purpose of the first contact is to arouse the interest and trust of the client. The buyer should see the agent as an expert who is ready to help solve the problem. The seller must be able to listen to the client, understand his fears and problems. Only then can he understand what products to present. To identify the need, you should ask leading questions. Closed questions require a short yes or no answer. They should not be asked at the initial and final stages of the conversation. Experienced buyers build offers so that the client gives only a positive answer:- "No one wants to pay more, right?"
- Which phone do you like? Why this model? What is important for you in choosing a model? What price limits are we talking about?
- Are you ready to buy this phone? Do you want to purchase a product for a promotion? How do you want to pay? Making a deal?
- “Congratulations on a successful purchase! In the near future we are expected to update the range. We invite you to the presentation!” “All the best! We are waiting for you to visit!” “Goodbye! Have a good day."
The psychology of the buyer or how to learn to sell
Each person in life acts simultaneously as a seller of his knowledge and experience, and a consumer of various goods. As it shows, the most demanding buyer is the seller of a particular product. You can sell absolutely anything Secret successful sales is to determine the motivation of the buyer. A person pays not for a thing, but for a result. There can be many motivations for buying, but only one will dominate:- the desire to get rid of unpleasant sensations; the desire to get pleasant sensations.
- Focus on the buyer. When sending a new letter or publishing a promotion, answer the question: “How is it beneficial for the buyer?”. Study customers. You can quickly get information about the lead, his habits and values from social networks. A clear definition of the target audience minimizes the number of bad leads. Help the person solve his problem, and he will buy anything from you. Every presentation should capture the emotions of the buyer. It may be one or two sensations, but they must be strong.
How to quickly sell goods online
Online business is one of the attractive activities, but here the question often arises, how to learn how to sell goods or services on the Internet? To be successful here, you need:- Occupy a niche with minimal demand. It will not be possible to earn big money on a well-studied product, and it will take a long time to look for buyers for a unique product. Management should be organized correctly. If at the first stages the entrepreneur can independently supervise all issues, then with the growth of sales, you need to learn how to delegate authority. Documentation, calling customers and delivering goods should be handled by different people.Create your own website. For quick sales of one product, you can use a one-page. For demonstration a wide range products will have to develop a multi-page resource with a detailed catalog. Think over distribution channels. In the early stages, you can use bulletin boards. With an increase in business, apply contextual advertising and coupons.
- Visually, so that the buyer can view the products. System: goods of the same group must be posted in one place. Compatible. You can not combine dry and wet products in one display case. Products that absorb odors should be kept away from spices and baked goods. You should also consider the aesthetic design of the hall. In sufficient quantities. The product must be displayed in full assortment for each item. The latter are determined based on current demand, showcase area and current promotions.
- Prepare a range of products. If you are selling unique or high quality products, such as vegetables from your garden, put them up for sale and let the customer know. The product should be placed under the cover. Otherwise, it will lose its salable appearance, and with it its value. Each item must have a price tag and information about the current promotion. New items can be offered to customers for testing. Wholesale prices can be set for goods whose expiration date is coming to an end. Expired items should be removed from the counter immediately. The sale of such goods may lead to administrative liability.
- Offer the lowest price first. The client will already start from it, choosing a more profitable option. Decide how much you yourself are ready to give for your products, starting from your own concept of value, and not from the price in the price list. Introduce a third party (friend or wife) into the transaction, on which it depends trading result. He may pretend to rush to a meeting, forcing the buyer to accept your price. Be prepared for a lengthy price discussion and do not give in to the buyer's turbulent emotions. Use a pause before accepting an offer from a rival. This will make him feel uncomfortable and make a better offer.
The trade is so competitive that successful management entrepreneurial activity, a businessman needs to develop and correctly implement a sales technique strategy that would be effective in the market of his proposal. Does not exist universal ways promotion of goods and services, since they have non-identical characteristics and different target audience. However, one can distinguish general patterns and trends that attract buyers of any product.
Correct sales
Effective sales are facilitated by the orientation of the seller to the needs of the buyer. The main task of any businessman operating in the field of trade is to solve the question of how to learn how to sell any product.
Establishing contact with the buyer
The result of communication with a potential buyer depends on the first impression made on him by the seller. Lost consumer confidence is almost impossible to restore. Without the contact of both parties of the transaction, the sale will not work.
When planning activities in the field of sales, one should take into account the psychological aspect, which implies the initial negative attitude of the client towards the seller and unwillingness to communicate with him. People don't like being forced into a product, they prefer to do it. independent choice. Active promotion of your offer can lead to the opposite effect.
Sales organization
In order to attract the attention of the buyer, you need to initiate a casual conversation. An important factor in ensuring trust relationship, is compliance safe distance between interlocutors, adopting an open position, ensuring eye contact and using distinct facial expressions and gestures. The conversation should consist of two stages, which are characterized by acquaintance and direct conversation, the purpose of which is to attract the interest of the consumer.
Acquaintance
When meeting, you need to give your name, unobtrusively indicate the scope of activity and ask about the name of the interlocutor. Acquaintance should be reincarnated from the “buyer-seller” model into “person-to-person”, since it is easier to trust a person than a seller. It is worth noting that if the client introduced himself, then you need to address him by name, since each person is most pleased to hear his own name. It should not be transformed into affectionate or overly strict and businesslike variations, it is better to use the variant of the name that was presented by the client when meeting.
Attracting Interest
Key points of the sales strategy
To interest the buyer, it is necessary to emphasize to him the benefits that he will receive by purchasing the proposed product. To do this, you should talk about new collections, current trends and current promotions. Before having such a conversation, you need to thoroughly understand the intricacies of your field of activity and its nuances from competitors in order to quietly emphasize your own advantages.
How to identify customer needs
The customer's needs are shaped by his needs. They may be conjugated or unconjugated. The solution of related issues leads to the formation of unrelated problems. The same product can be sold to consumers for different purposes.
For example, the associated need to buy shoes can cause the formation of an unrelated need to select a suitable handbag for it. A skirt may involve buying a blouse, a phone with accessories, and a car with rugs and seat covers.
To sell a product on the Internet, you should follow the same pattern as when selling in a real setting. In any case, it is necessary to identify the needs of customers. To do this, when they show interest in the offer, you should ask several types of questions, the answers to which will help bring the seller closer to understanding what a potential buyer needs.
Sales funnel
Closed questions should be asked in a limited amount, because otherwise, the client may close from the interlocutor. They must be formed in such a way that they can be answered unambiguously. For example: “Do you prefer products of this configuration?”
Read also: Letual franchise cost: price and how to buy
Open-ended questions require detailed answers. At this stage of negotiations, the client can stop the conversation if he does not intend to make a purchase, but was interested in the object of sale only out of curiosity. He may also turn to another salesperson if he has to have long conversations and is not in the mood for that type of conversation. For this reason, before moving on to the stage of negotiation formed by open questions, one should assess the mood of the interlocutor, which is impossible without knowledge of the basics of psychology. An example open question is the phrase: "What kind of shoes do you prefer to wear?".
Five rules for passing sales stages
Alternative questions allow the buyer to feel the freedom of choice. For example, the question: “Do you like long coats or short ones?” will allow the client to understand that the interlocutor does not persuade him to purchase a particular model, but gives him the right to choose to make a purchase, or turn around and leave.
Leading questions are necessary in situations where the buyer does not understand what he would like to purchase. In this perspective of the conversation, the seller penetrates the personal needs of the client and assists in his choice.
A successful conversation should contain rhetorical notes that create an atmosphere of ease and ease necessary to maintain a conversation. During a conversation with a client, the seller must mentally form a questionnaire of client preferences, which will help him not only correctly select the right product, but also form his own positive reputation.
Offer presentation
The presentation of the proposal is carried out according to a previously developed strategy by management and marketers.
Sellers only realize their idea. Their task is to provide an offer in such a way that the potential client understands that this is exactly what he needs. When presenting a product, one should not act strictly according to a template. During the event, you should focus on a specific buyer, his needs and psychological mood. When presenting, you must:
- form an image with the buyer using the object of purchase or during its operation;
- indicate the benefit that can be obtained by the purchaser of the product;
- correctly determine the needs of a person and conduct an appropriate presentation for each of them;
- foresee logical objections in advance and prepare for their unobtrusive refutation;
- use professional terms in a conversation in such a way that the interlocutor does not have thoughts that he is stupid and does not understand obvious things;
- offer choice and not limit it;
- do not overpraise the proposal, as this may repel with excessive positive, forming elements of doubt in quality;
- talk about products, citing digital data, graphs, photos and videos, certificates and reviews;
- provide opportunities to test products prior to purchase;
- encourage the client to purchase through discounts, bonuses, gifts and promotions.
How to formulate a proposal
After the presentation, the seller must check the client's readiness for cooperation.
You should not ask direct questions about the purchase, since the psychology of a person is such that he is more likely to answer them in the negative. It’s better to ask in this perspective: “Did you like the offer?” or “Are you satisfied with the conditions?”. When asking such questions, it is necessary to apply the technique of increasing the value of the offer by creating a shortage of goods, a time-limited offer, or applying the effect of imitation. The offer must be formulated clearly and clearly. Do not mislead potential customers, because, in this way, trust is quickly lost.
Identification of needs
A time-limited offer allows the customer to make a positive purchase decision faster. The imminent expiration of the shares indicates the threat of loss of benefits.
People often tend to copy each other's actions, so the popularity of a product indicates its relevance and quality, which increases the likelihood of a purchase.
The effect of deficiency is a psychological factor acting on a person, even if he owns the psychological foundations of the principles of influencing his consciousness. It makes you want what is present in a limited amount. By adding to this effect an element of exclusivity of the offer, the seller will allow the buyer to feel his uniqueness.
According to well-known business coach and sales theorist Jill Konrath (Jill Konrath), the most characteristic difference in the B2B-sphere is the role of the seller. Given the popularity of some products and services, the offers of most companies do not differ much from each other. But even when browsing the same offers, customers always hope for a unique experience.
In this regard, B2B entrepreneurs have virtually limitless control over metrics and results. When faced with failure, they try to make their product more customer-focused.
Whatever your niche in the business, there are a few axioms you need to stick to in order to sell even more to just about anyone.
1. Focus on customers
Do you have friends who talk about themselves all the time? Agree, sometimes they are simply unbearable. Buyers react to too frequent mentions of the brand and offers in the same way. You find this information informative and important, but customers perceive it differently.
The basic rule of sales is complete customer focus. Each letter, any content should be created with the buyer in mind. Constantly ask yourself: “Why is this beneficial for the client?” and improve interaction with the target audience.
The basics of an offer aimed at the buyer are the same for all types of services and goods:
- in a clear and short form, convey to the target audience the value of your ;
- explain the key differences between your product and competitors' analogues;
- talk about the benefits of the buyer;
- describe the main needs and problems of your target audience and emphasize that your offer is ideal solution such tasks;
- avoid using superlatives: "the best", "world-class product", etc.;
- use publicly understandable vocabulary to make the essence of your offer clear to all segments of the target audience;
- Speak the language of your potential customers, avoiding complex business style language and pronouns like "we", "our" and "I".
An example of compliance with all of the above rules is any landing page from the Template Gallery - if you don’t know where to start, you can take it as a basis and supplement it with the necessary sections and content:
2. Do your research
Do you want visitors to spend time exploring your offer? Then first you have to spend time on visitors. Social networks allow you to find many useful information about the values and habits of buyers, and you should definitely analyze this data before starting any communication with the client (cold calls, letters, etc.).
In fact, find out before calling Additional information about the lead who left the application is simple and extremely useful. Depending on the sales cycle, it takes 5-10 minutes to study one potential customer.
Here are some sources that will be useful to you during your research:
1. LinkedIn
2. Twitter (client and company account)
3. Company Press Releases Page
4. Competitor Press Releases Page
5. Blogs
6. Google (client and company)
7. Facebook
8. VKontakte
By the way, all requests from your landing pages created in , go to your CRM in personal account located in the "Leads" section. By default, notifications about new leads are received to your registration email, but you can change it at any time or you can even set up receiving information via SMS.
3. Define your customer
Sales success largely depends on the relevance of the product to the target market. Taking the time to identify your "ideal buyer" and classify potential customers will surely boost your sales.
A marketing strategy without relying on Buyer Persona creates additional pressure on your sales managers: without a clear image of the client in front of their eyes, they cannot competently close the deal (let alone close it), and also explain to the user why exactly your product will save him from "pain". Even the best sellers can lose buyers because of this.
4. Help first, then sell
Once you've identified your target audience, don't immediately try to convince them that your offer is perfect. Remember that customers don't know anything about the product yet.
Try not to rush things - this way you risk angering or scaring off potential buyers. Instead, offer them support. You can give them access to useful content or suggest a solution to some obsessive problem. By positioning yourself in this way, you will be able to find a more receptive audience and showcase the offer in the most favorable light.
In marketing, this kind of useful content that contributes to lead generation is called a lead magnet. This is the same incentive that encourages visitors to your landing page to leave you their email address in exchange for something they need: a manual, a training course, or a discount code.
Here's what it might look like (template from ):
5. Learn to ask and listen
Even the most thorough research will not allow you to know everything about the buyers. To solve a problem, you first need to figure out what it is, so ask as many questions as you can when talking to customers.
Here's a witty example from sales coach Rick Roberge:
1. How did it happen?
2. Has it always been like this?
3. Where is the solution to this problem?
4. And how are you doing?
Show interest. The prepared list of questions will serve as your starting point, but if the conversation with the client takes an unexpected turn, you will have to improvise. People like to talk about themselves and their problems, so they will respond positively to your curiosity.
When you ask a customer a question, just shut up and listen. Try to listen to his every word in order to understand the situation as best as possible. By showing the client that you are genuinely interested, you will increase your chances of successfully closing the deal.
6. Be mindful of psychological quirks
Our brain reacts in strange ways to certain circumstances, and you can use such psychological tricks to your advantage for your business.
We list only a few of these quirks.
Sales is one of the most controversial and promising professions in the world. Sales are carried out by people, both without higher education, and with three educations and an academic 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 own forces, 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. Choose one each day forte and one of your weaknesses and set such tasks for yourself in order 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 will 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 provides as much experience and practice as you get in half a year 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!
Tell me what's the most fast way to increase sales is to invite a sales coach directly to your office so that he can train all employees of the sales department 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!
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