3 B2C Sales Techniques
Posted: Wed Jan 22, 2025 9:05 am
We invite you to familiarize yourself with three effective methods of B2C sales:
AIDA – active sales method
It is based on the ability to persuade and includes four principles:
A (Attention) – to attract attention. The manager needs to get to know the interlocutor and convey to him his desire and readiness to help.
I (Interest) – to arouse how does botim workinterest. Tell about the advantages of the product and its ability to satisfy the needs of the buyer.
D (Desire) – to awaken desire. Offer the company’s product as a solution and explain all the possible benefits after purchasing it.
A (Action) – call to action . The person already has a desire to own the product, you only need to offer him to start making the deal.
AIDA – active sales method
PZP – active sales method
The method is designed to work with people who have not expressed interest in the product:
P – to attract attention. Any option of a small presentation that can arouse the consumer's interest in the product can be suitable.
Z – interest . At the second stage, the seller needs to start the dialogue correctly, find out the needs of the interlocutor and tell about the appropriate solution.
S – sell . To formalize the deal and obtain contacts for further interaction.
SPIN – passive selling method
It consists of a series of questions of four types:
Situational . They are asked to understand the current disposition of the consumer.
Problematic . Determine his pains.
Extractive . Used to stimulate a person to realize the importance of acting faster and the possible negative consequences if he remains passive.
Guides : Demonstrate the solution in the form of products and the benefits to the customer after purchasing them.
Read also!
"Cross-marketing: 5 examples and 8 mistakes"
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Advantages and Disadvantages of B2C Sales Scripts
Are scripts effective in B2C sales? You can find out either in practice or from people who already have experience using them. You can talk to any sales manager, but we know that in most cases the answer will be positive. Therefore, it is better to trust successful specialists than to make mistakes on your own experience. Nevertheless, let's study the opinions of both sides.
First, let's look at the shortcomings that opponents of this tool see:
improvisation is more effective than working from a script;
communication according to instructions is always noticeable, especially on the phone;
all consumers are different, each one requires a different approach;
trading is going well without scripts;
they limit speech content;
When the development of events goes beyond the script, there is no time left to find the necessary continuation in the instructions.
Based on the above, it can be understood that the problems arose due to insufficient development of conversation scenarios and insufficiently high qualifications of employees.
Advantages and Disadvantages of B2C Sales Scripts
AIDA – active sales method
It is based on the ability to persuade and includes four principles:
A (Attention) – to attract attention. The manager needs to get to know the interlocutor and convey to him his desire and readiness to help.
I (Interest) – to arouse how does botim workinterest. Tell about the advantages of the product and its ability to satisfy the needs of the buyer.
D (Desire) – to awaken desire. Offer the company’s product as a solution and explain all the possible benefits after purchasing it.
A (Action) – call to action . The person already has a desire to own the product, you only need to offer him to start making the deal.
AIDA – active sales method
PZP – active sales method
The method is designed to work with people who have not expressed interest in the product:
P – to attract attention. Any option of a small presentation that can arouse the consumer's interest in the product can be suitable.
Z – interest . At the second stage, the seller needs to start the dialogue correctly, find out the needs of the interlocutor and tell about the appropriate solution.
S – sell . To formalize the deal and obtain contacts for further interaction.
SPIN – passive selling method
It consists of a series of questions of four types:
Situational . They are asked to understand the current disposition of the consumer.
Problematic . Determine his pains.
Extractive . Used to stimulate a person to realize the importance of acting faster and the possible negative consequences if he remains passive.
Guides : Demonstrate the solution in the form of products and the benefits to the customer after purchasing them.
Read also!
"Cross-marketing: 5 examples and 8 mistakes"
Read more
Advantages and Disadvantages of B2C Sales Scripts
Are scripts effective in B2C sales? You can find out either in practice or from people who already have experience using them. You can talk to any sales manager, but we know that in most cases the answer will be positive. Therefore, it is better to trust successful specialists than to make mistakes on your own experience. Nevertheless, let's study the opinions of both sides.
First, let's look at the shortcomings that opponents of this tool see:
improvisation is more effective than working from a script;
communication according to instructions is always noticeable, especially on the phone;
all consumers are different, each one requires a different approach;
trading is going well without scripts;
they limit speech content;
When the development of events goes beyond the script, there is no time left to find the necessary continuation in the instructions.
Based on the above, it can be understood that the problems arose due to insufficient development of conversation scenarios and insufficiently high qualifications of employees.
Advantages and Disadvantages of B2C Sales Scripts