The seller may use too many situational questions . As a result, the client feels uncomfortable due to detailed questioning about his personal affairs. Sometimes repeating situational questions at the stage of overcoming objections is acceptable, but this is already a special sales technique aimed at returning the client to the essence of his problem.
The manager overuses closed-type problem questions . This approach does not contribute to achieving the desired result due to the insufficient involvement of the interlocutor in the dialogue, who answers "yes" or "no".
The seller "practices" the SPIN sales technique on the buyer . It is important not to forget about the human aspect. The approach needs to be honed to automatism, but at the same time, human contact should not be lost. People feel when they are being manipulated. It is important to understand what criteria are important for clients when making decisions, and what may cause doubts.
The use of SPIN sales techniques in low-cost retail , such as selling electric kettles, may be unnecessary. In such cases, there is no need to use complex methods that are more suitable for large transactions. Simple and honest communication is often more effective and does not scare off potential customers.
SNAP
This is a flexible sales technique, within which interaction with the buyer is built on 4 principles:
S (Keep it Simple). The deal should be clear and straightforward, without hidden conditions. For example, when offering to create an online store, you need to clearly describe that the client will receive a full-fledged site with the necessary functions.
N (Be Invaluable). It is important to demonstrate the competitive advantages of the offer. For example, emphasize the 15% price reduction and additional services (website promotion, etc.).
A (Always Align). The service should precisely match the needs of the consumer. For example, it is worth offering the help of a personal manager for support and training in site settings.
P (Raise Priorities). You should bahrain phone data help the consumer form a purchasing decision by creating a sense of exclusivity or limited supply. For example, you can offer a promotion for a free social network account when ordering a website before the end of the month.
SNAP
Source: shutterstock.com
SNAP technology is effective in a competitive environment such as IT business.
Challenge Sales
The methodology is especially effective in the B2B sphere. It is based on the search for "winners" in organizations that actively strive for professional growth and are able to defend their positions.
The company attaches importance to improving the sales department, where specialists are trained in public speaking skills, building self-confidence, managing emotions and adapting to various situations.
Challenge selling involves three stages:
Training . Demonstration of the seller's expertise and identification of potential benefits for the client, for example, in the form of savings of up to 50 thousand rubles per month due to the use of an electronic document management program.
Adaptation . Establishing trusting relationships and identifying the client's real problems, analyzing the current software, errors and desired improvements.
Control . Managing the sales process with an emphasis on successful implementation cases, which highlights the effectiveness of the offer and strengthens the client's trust.
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Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
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Over the past 7 years, we have conducted over 23,000 comprehensive website audits and I have learned that all of us as leaders need clear and working algorithms for our marketing and sales.
Today we will share with you the 5 most valuable documents that we have developed for our clients.
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How to find out the 5 key marketing metrics in your company?
Step-by-step calculation template with fields where you can insert your data
How to make a KPI for a sales manager based on his work results?
Current template for calculating KPI for sales manager
9 Examples of Universal Selling Commercial Proposals
Upgrade your CPs to close more deals
Cold Lead Processing Script Template
A checklist of ready-made questions for engaging cold clients
7 Profitable Marketing Strategies Examples
Will help increase customer flow by at least 30%
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