The first phase of sales will include the establishment of a contact. Undoubtedly, before the seller makes the offer, he establishes contact with the buyer. He welcomed it, meeting begins communication.
The sale may be made by telephone. In this case, the Manager offering the product will not be able to immediately offer to buy the company product to potential customer. For a successful sale knowledgeable seller will first gather information about the company, its activities, size and other interesting features.
Then the seller, in a telephone conversation with the interesting person, to present and outline the purpose of the call. It is known that the friendly attitude, tone, smile, and tone of speech in telephone sales, have an impact on a potential buyer.
If sales are made personally, the Manager at the first stage, is also trying to make a good impression. He's not fussy, confident, positive, polite during a visit to the office to the client.
Identifying the need
The second stage is to identify the needs of the client. Task phase is to identify the interest and need of the buyer in the product in order to make the appropriate his needs offer. Correct identification of customer needs helps the Manager to make cross-selling, i.e. to sell a few goods at the same time.
The Manager leads the conversation, asks open questions and listens carefully to a potential buyer. The Manager identifies customer needs and analyzes how the proposed product will help to solve them.
This stage is very important because knowing that the consumer is interested in, concerned with or care about, the seller will be able to offer him the right solution. For example, the buyer says that the main thing for him is the quality and reliability of the product for which he is ready to pay a high price. Or, on the contrary, the client says that short of funds, but the product he needs. In either case, the Manager should sell the same product, but highlighting the different conditions of purchase, which will interest the buyer.
It should be remembered that not sold the goods, and sale is the satisfaction of needs.
In the third stage, the seller gives the presentation of the product. He talks about its properties, advantages and characteristics, focusing on such qualities that may interest the buyer. For example, the product is sold at a low price that will allow the buyer to save money. Or reliability of the product and its durability is confirmed by the certificates, and the buyer will receive a warranty.
The Manager will need to draw in the customer's mind this way, which sold the subject solves the customer's problem.
Work with objections
In the next stage, the seller works with the buyer's objections. A potential buyer for various reasons may withdraw from the purchase. The Manager should find out what the buyer's mind, why he decided to abandon the purchase. After listening to the client, you must give arguments in favor of the purchase. It is necessary to answer customer questions, resolve all doubts, you can meditate with him and then slowly lead him to the purchase decision.
The final step is to complete the transaction. Seeing the willingness of the buyer to conclude the contract, the seller may use phrases such as: "the Proposal is very beneficial to you sign the contract?" By concluding the purchase contract, the Manager as face of the company he represents, it is necessary to be polite and leave a good impression. In conclusion, you should leave a business card of the company to the buyer. Also recommended to note the willingness of the Manager to advise the buyer on any it issues regarding the product.