Counter-sale
The customer initiates the conversation by showing interest in the product or asking questions. The salesperson answers these questions. He listens carefully to understand all the needs and desires of the buyer. Then he offers options that fit the budget and needs of the consumer.
This method works when the buyer is already interested in purchasing and is looking for the best offer.
Technical sales
Tech salespeople have deep knowledge of their products and are able to explain complex details to others in an understandable way.
This strategy is suitable for complex products such as software, specialized equipment or microprocessors. It is especially relevant when the customer is a tech-savvy specialist.
Stages of personal sales
There are 5 stages in the personal sales process:
Step 1: Establishing contact with the client
At this stage, you need to establish the first communication with the potential client. The seller's task is to create a trusting atmosphere, and then find out what exactly the buyer is looking for. This will help him choose the most suitable offer.
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Stage 2. Presentation
The seller presents the product in such a way that the client sees it as a solution to their problems. To do this, they can demonstrate the product's operation or explain its advantages in more detail.
Stage 3. Working with objections
At the stage of working with objections, the seller helps the client overcome doubts. To do this, he uses various sales techniques. For example, to handle an objection that concerns a high price, ask the client:
“Do I understand correctly that you are comparing us to someone?”
If the client admits that they do compare your company to competitors, ask:
“Can we say that we have the same guarantees and the same service as other companies?”
Then everything depends on the client's answers. Your main task is to india phone number list prove that the price of the product is justified.
Stage 4. Closing the deal
When all doubts are cleared, the salesperson helps the client make the final choice. The manager offers the buyer to sign the contract, place an order or go to the checkout to pay.
Customer loyalty can be strengthened through feedback. Therefore, after the purchase, the seller does not lose contact with the client. He provides answers to questions that arise, offers bonuses for subsequent purchases and sends holiday greetings.
The stages of personal sales may not be linear. When communicating with a buyer, the seller may repeatedly return to previous steps. In addition, the importance of each stage may change depending on the specific situation.
Sometimes the salesperson has to spend a lot of effort on handling objections. In other cases, the client may be ready to make a purchase immediately after the presentation.
Personal Selling Techniques
There are a huge number of sales techniques. Each seller has the right to use their own unique approach based on personal experience.