LSelling is very similar to the seduction of a partner of a man by a woman and vice versa..
Developing a sale AIDA( Attention, Interest, Desire, Action )
Attention
In sales to attract attention there are many techniques but the simplest and most effective is: A promise of significant benefit.
For example:
Did you know that we can cut your costs in half??
This letter will teach you how to double your sales. Please, this attempt.
If you practice what we teach in this course you will never be the same
Five ways to spark curiosity:
Use of provocative questions. For example: Know what?
Incomplete information: Convey just enough information for candidates to want to ask you more questions.
Vague suggestion of Value: If your product or service could be used to help the candidate save money or reduce lead times, please suggest this solution without giving too much detail.
Novelty and exclusivity: Showing off something new and shiny has tremendous appeal.
The herd theory: It is based on the fear humans feel of being left out of something..
Then show in your sales how you have already helped companies similar to your prospects to solve their needs.
Show your Credibility
Once you have your prospect's time and attention since you made them curious, take it to your sales forum, that is, to the place where the real sales action takes place. In successful sales it is necessary to generate credibility, confidence and competence.
The correct way to do it is through short and easy-to-answer questions at first and then prospect through more and specific questions..
Discover the needs of buyers.
If you want to sell, solve needs through short and easy questions first to later have the possibility to ask more specifically. Remember that there are active and latent needs..
present solutions.
I asked for: how important is this to your prospects. Define the topics of interest and importance and then undertake the task of solving those common agenda items.
Interest
In sales, interest is aroused by listing the benefits of the product or service to the customer..
At this point it is important that the seller knows his product and the competition very well.
Let's remember that customers buy benefits and not irrelevant information as the technical specifications. The abuse of offering technical information is known as Technosis.
The seller who knows his product and competition:
- looks more professional
- Handle objections better
- Act with more confidence and poise
- Discover more benefits
- You can compare products, marks, services
- Serves customers better than its competitors
- Can detect wrongly marked items
Desire
The only way to arouse desire is to get the person to imagine enjoying the benefits of a product or service..
The keyword is imagine!
When selling a product we must make people use their 5 senses when imagining the benefits of using our product or imagining the damages of not using it.
For example, let's say that you are selling a stay in a mountain hotel.
You could use the following texts:
1-You could settle in the hotel lounge, in front of the fireplace place that is next to the bar and watch the other customers walking the paths.
2-Imagine when you are sitting in front of the fireplace watching the fire, that has that hypnotic thing that you can't take your eyes off, feeling that warmth on the cheeks, that pleasant smell of burning wood, hearing the crackling of the wood and the clinking clinking of the ice in his glass of whiskey.
The closing of the sale or Action
Question-based sales closing strategies.
If the previous development is well executed, closing the sale is a smooth transition, occurs automatically.
If the steps get attention, list the benefits to the customer and let them imagine enjoying the benefits have been executed well, the closing of the sale is the natural consequence that is reached smoothly, almost no pressure, only with a proper closing question.
There are some recommendations that are recognized as the golden rules of closing the sale.:
- Ask the closing question
- The question this or that?
- the velvet hammer
- Out
- The first one to speak loses
- Do not modify your attitude
- The application technique
Make the closing question
You just have to ask the closing question without fear of rejection.
The professional seller is prepared for statistical rejection.
Simply no one can close a 100% of sales.
The professional seller does not take rejection as something personal.
The most common rejection reasons are:
The product, The price, The company, Payment facilities, The economic situation and other reasons.
The question this or that?
You will pay with cash or card?
Wants us to give it to it today or Monday?
Prefer white or blue refrigerator?
Your apartment or mine?
This technique has two functions:
Prevent the client from thinking about buying or not buying but inspiring him to think about the variant A or B but always buy.
The second function is that with this type of phrase we are already assuming that the decision is taken.
The closing question of two options must have important reasons to opt for one of them.
the velvet hammer
The closure requires a certain degree of determination of the seller. It requires authority, of a little push.
The client needs to share the responsibility of decision with someone and in this case it is with the seller. The above facilitates the closing process and gives the buyer the right to claim someone but receives promised satisfaction.
Out
The buyer, mentally, The sale does not close until the seller withdraws and disappears the order or the work order or the sign of the sign.
As a result of the above, it is necessary to disappear physically for a while or take the sales documents to the administrator or manager before any doubt is arising or that the overall error is made.
The first one to speak loses
Once the closing question is asked the first one who speaks loses.
Before the pressure of silence it is the client who feels more inclined to decide than at any other time.
If the seller is the one who speaks first he will denote his anxiety to close and that scares the client and shows that his position is stronger.
Do not modify your attitude
It is necessary that all the closing elements from the beginning be seen. Sellers make sales and this should not tighten.
Among the closing elements that must be at hand are the pen, Bill, Order request, brochures and others.
Use the pen to point and do not take it out at the time of closing since that can scare the buyer.
The application technique
- The filling of the application is a closing technique itself.
- We make the order in your name or in the name of the company?
- When you must act?
- When the client states
- When the customer sells
- When the client asks we only answer what is necessary. If the client discusses with his partner or partner, he should not intervene.
