First, you need to get to know the customer and establish contact in order to avoid unnecessary tension in the conversation. To do this, managers usually introduce themselves and tell how they can help the client.
Next, it is necessary to study the buyer's needs. Here, the specialist finds out what the person who came to him wants, and this is one of the most important stages. Offering a product right away would be a big mistake, this action can cause rejection in the client. The probability of a successful transaction is higher, the more carefully you probe the ground and determine the needs of the visitor.
It is not that easy to do this, you office 365 database will have to ask a lot of questions, demonstrate your attentiveness and interest to the client. Most often, a manager, having asked 5-10 questions, can already arouse the buyer's attention in return. Any information that helps to get to know the client better and meet his needs is important. It is worth remembering that such a conversation should not resemble an interrogation, it should simply be a lively and natural conversation.
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Presentation of a service or product. The third stage is used to present to a potential buyer what you want to sell him. The commercial offer coming from the manager should be built in such a way that the client understands that the product satisfies his needs. It would not be superfluous to tell about the characteristics of the offered goods. The client should understand that he is on the same wavelength with the manager, and that the deal is going to be quite profitable.
Handling objections. During the process of reflection, the visitor may doubt that he needs the purchase at all and express some objections. The manager must be able to anticipate them and know how to respond to each one correctly.
The sale itself. It is a mistake to think that closing the deal is the easiest of these five stages. The customer should be gently but firmly guided to the end, and instead of asking if he is ready to pay for the goods, it is better to give him a direct instruction: "Please pay for the purchase here."
Increase Your Profits by 10X: 5 Key Metrics You Must Track
Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
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