The Sandwich Sales Technique

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The methodology includes presenting product information and managing communication with the customer.

The Sandwich technique is based on a strategy in which negative information or possible objections to a product are embedded between its advantages. This creates a smooth transition from negative to positive in order to maintain the buyer's interest and increase the likelihood of making a purchase.

The Sandwich Sales Technique

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As is known, a person remembers the mexico email list first and final phrases best. The "Sandwich" technique reduces the number of objections and speeds up the decision-making process for buyers.

This technique includes the following steps:

Step 1: State the positive aspect (the "bread on top of the sandwich") .

At the beginning of a conversation with a potential buyer, the manager emphasizes the positive characteristics of the product, attracting interest in it. For example: "Pay attention to the quality and reliability of our product, which ensures its durability."

Step 2: Present key information, as well as negative information or possible objections (“cheese in a sandwich”) .

The manager includes negative information or cites possible objections to the product. For example: "I would like to note that some buyers have pointed out the high starting price, which exceeds the average market price."

Step 3. Duplication of positive information (“bottom bread of the sandwich”) .

After presenting negative information, the manager emphasizes the product's advantages to reinforce its importance to the buyer. For example: "At the same time, our product has unique features and an extended warranty, which increases customer satisfaction."

What is needed to successfully apply the Sandwich technique?

A competent balance of positive and negative is important. This increases the persuasiveness and sincerity of the offer. The manager must be open and honest about negative aspects so that the buyer feels trust.

Support of goodwill from the client.

Focus on solving the customer's problem. Along with negative information, the seller should focus on possible solutions or working through the customer's objections.

This technique allows the seller to effectively manage the client's perception, increasing the likelihood of a deal. The technique is especially effective at the presentation stage of a product that has its advantages and disadvantages.

Let's consider the application of the "Sandwich" sales technique in the field of cosmetology.

"Top of the sandwich": "I'm glad you visited us. I understand that you need an effective solution for problematic and dry skin."

"Sandwich Cheese": "We have a moisturizing treatment that provides deep cleansing of the facial skin. It includes the application of a moisturizing mask and a special facial massage. Your skin will be well moisturized. At the same time, your complexion will improve."

"The bottom of the sandwich": "The procedure will make your facial skin smooth, soft and attractive. You are guaranteed to be satisfied with its condition."