The stages of a transaction are divided into eight key phases:
Preparing for negotiations
At this stage, the employee’s task is to organize visits to potential clients and prepare a commercial proposal.
Careful planning of each stage of interaction is required, since several places will be visited during the day. Meetings should be as productive as possible, it is necessary to immediately attract the attention of future partners. The goal may vary: from initial acquaintance to concluding a deal or updating the terms of an existing agreement. The approach to preparing a dialogue and the choice of arguments that can influence the client's decision depend on this task.
An integral part of the preparation denmark email list is the analysis of the potential buyer company: its financial resources, clientele, methods of positioning on the market and the range of goods already available at the point of sale.
Presentation
The first moments of a meeting often determine our opinion of a person. It is important for a sales agent to master the art of communication, to show confidence in himself and the offered product or service. Any signs of uncertainty, insincerity or fear of the interlocutor can be noticed and therefore will affect the perception of the entire company.
Stages of a sales representative's work
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To effectively introduce your organization in a short time, follow this simple plan:
Start with a greeting and introduction: “Good afternoon, my name is…, and I represent the company…”.
Clearly state the reason for your visit and ask with whom you can discuss the issue you are interested in: “I have a great offer regarding… Who can I discuss this with?”
Indicate that your conversation will take no more than five minutes, emphasizing the value of your interlocutor's time.
Point of sale analysis, inspection of premises
When inspecting a sales location, it is necessary to carefully check the compliance of the location with the interests of the company. The decision on the possible continuation of the partnership, the conclusion of contracts and the general benefit of working with a given location is based on an assessment of the convenience of the location of the goods, their prices, accessibility to consumers and the cleanliness of the display.
Key attention is paid to the analysis of storage conditions in the warehouse: compliance with sanitary standards, methods of placing products and potential threats of damage.
Identifying needs
Understanding what a potential client needs is a key responsibility of a sales representative, and it is useful to have some basic knowledge of psychology. This helps to assess how ready the interlocutor is for dialogue. It is especially important to consider the employee's rank in the company and adapt the communication strategy accordingly. For example, an ordinary manager is unlikely to be attracted by the prospect of increasing the organization's profits; his task is simply to receive information and forward it up the hierarchy. In this case, the goal is to effectively present key ideas.
When interacting with management, it is necessary to establish emotional rapport and conduct a thorough analysis of needs, including interest in certain products, the desire to change contractors, or the reasons for customer dissatisfaction.