Sales are the exact science based on psychology. As well as any other business, sales demand from the person of congenital talent. However you should not think that this business cannot study. Today teach active sales on courses, trainings and seminars. After development of key skills of the seller, such as entry into trust, clarification of needs of the buyer, the offer, for you it is possible to understand how successfully to sell the road, stale and even illiquid goods to the buyer. About everything one after another.
Psychological contact
Today's seller is not necessary passively behind a counter, he actively sells the goods. The word goods is meant as everything that demands sale — fruit in the market, services of experts, minute of advertizing not television and also you (yes, ourselves we sell, for example, to the employer too). And emotional contact with the buyer — the first and major stage in technology of sales.
The professional advertizing or sales agent who came to office to the potential client never begins a conversation with business at once. Before selling goods to the buyer, it is necessary to come into emotional contact, to talk to it on absolutely abstract subjects, and it is better to act as the active listener (to periodically ask questions about a subject). If the conversation was struck up, then it is possible to consider that the successful transaction already in a pocket.
Clarification of requirements
The stage of psychological contact smoothly flows to the following course where the competent seller has to direct a conversation imperceptibly. The seller reveals needs of the client, that is, tries to understand what benefits the client wants to receive from use of goods and to offer the person that product which as much as possible will satisfy his requirements. It is better to lead by the principle of a funnel: from clarification of the relation of the client to goods in general - to specification of details.
For example, as it is correct to sell goods to the advertizing representative. Advertizing is necessary to any businessman, it is the fact. But the businessman can even not guess it. To offer him any given format of advertizing, the representative has to understand what the firm needs now? You are interested in extension of the customer base?, Who is your potential client? Through what sources the clients learn about you?, etc.
Goods presentation
Having learned that it is necessary for the client, the seller offers him 2-3 goods which as much as possible meet his requirements. Deciding as it is better to sell new goods, it is important not to make one big mistake: you should not praise highly a product. Nothing interests the person as he. It is better to show what benefits will be received by the buyer if he buys goods.
For example, selling the computer to teapot, the seller at a stage of clarification of requirements, has to understand for what purposes he is necessary to the person of the personal computer. And at a stage of the presentation to tell not about existence of 8 gigabytes of the RAM and the frequency of 4100 MHz, and about how the new car will be able to satisfy to needs of the client.
Extremely important, presenting goods, not to deceive the client. It is possible to hold back some shortcomings, but only not to deceive!
The stage of the presentation can be united with a stage of working off of claims. That is, you already foreknow that the buyer can object you, and are ahead of him, breaking doubts in good time. Of course, at the computer rather ordinary-looking case, it would be possible to make more originally, but the video card will perfectly pull any modern games!. It is one of the most effective methods as it is correct to sell any goods.
Before effectively selling expensive or cheap goods, on credit or for cash, it is worth accumulating experience. As a rule, experienced sellers will see off the buyer through all stages of sales so quickly and professionally that those do not also even manage to notice.