Why use different sales techniques?
Preparation for sales begins even before the product itself appears. At this stage, specialists study demand, form a portrait of the target audience and determine the attractiveness of the offer for consumers. Distinctive features of the b2b and b2c sales methods are obtained at subsequent stages. In most cases, the manufacturer sells its product to large wholesale companies, which then sell it to small wholesale businesses.
Only at the next step does the distribution chain reach the retail buyer. Thus, product sales occur in several stages, each of which requires its own technology. The sales manager must correctly select the method for each stage, so he must know all the existing methods and be able to use them in specific situations.
How to use bluff in sales?
This is a rather difficult technique to use, and should singapore business email list be used with great caution. The essence of bluffing in sales is to inform the buyer about a possible complete sale of the product in the shortest possible time (it may not be available tomorrow or the price will increase).
An example of such a technique could be urgent promotions or marketing efforts to attract consumers to limited quantities of products (subsequent delivery “will have a higher price tag”).
This sales technique for managers is based on the factor of limited time for the buyer to make a decision. At the same time, there is no forgery or obvious deception. The consumer will receive a product of due quality with all the declared characteristics at the agreed price.
What sales techniques should managers use?
At the beginning of our material, it was noted that there are dozens of different sales techniques for managers. They all have their advantages and disadvantages. How to make the right choice? To do this, you need to try all the sales techniques for a specific product and choose the most effective ones.
It is important to thoroughly prepare for interaction with a potential buyer. It is very bad when a manager cannot answer the simplest question about a product and takes a break to clarify information.
A sales manager must always be polite, considerate and attentive to the customer, demonstrate competence and avoid being intrusive.
In order not to stumble during a conversation with a client, you should make a cheat sheet for the meeting and strictly follow it. Such a conversation can take place according to different scenarios. This will not prevent a manager who knows the product features very well from quickly changing direction, answering any questions, working through objections and making an alternative offer. This will already ensure 50% of success (the rest depends on the buyer).
Sales techniques for managers are an algorithm that can be used to effectively establish contact with a potential buyer, demonstrate the value of the product and conclude a profitable deal. This process should be fully controlled by a sales specialist. Classic sales include 5 steps: forming a contact, determining the need, presenting the solution, working with objections and closing the deal.
To be successful in sales, you should study several methods and adapt them to a specific area. At the same time, it is important to actively try new solutions and technologies that appear in the sales field.