Content

• Steps
• Method 1 of 2: Part 1: Communicate with the Buyer
• Method 2 of 2: Part 2: Use Sales Techniques

The ability to sell something to someone, regardless of whether it is a product, service or idea, is a key skill underlying many modern professions (especially those where salaries are directly related to the number of sales). To close a deal, it is important to have the ability not only to "process" the buyer, but also to listen carefully, think critically and skillfully use effective selling techniques. With the help of all of the above, you can increase both personal sales and increase the efficiency of the entire business as a whole. So, start with Method 1.

Steps

Method 1 of 2: Part 1: Communicate with the Buyer

1. 1 Satisfy the buyer. Among other things, try to make the customer happy and satisfied. People are not always guided by logic in their actions, so if the buyer likes you, he is more likely to make an acquisition, even if the terms of the deal are not the most favorable for him. Be friendly, charming and open, the client should feel calm and comfortable. Whatever the buyer is looking for, you need to try to offer it to him.
   • The above applies to both your behavior and the product you sell. It is necessary to do everything possible to not only become a friend for the buyer, but also to convince him of the following: your product is exactly what he was looking for. You need to prove that with the help of this purchase, he will solve his problems, save money in the long term, and so on.
2. 2 Listen. Agree, it is quite difficult to satisfy the needs of the buyer if you do not know what he wants. Fortunately, this is not difficult to understand, just listening is enough. It's not difficult, start the conversation by asking if you can help and give the buyer the opportunity to talk about their preferences and needs. Having learned exactly what the client needs, you can decide which product or service most satisfies his needs.
   • Pay attention not only to what the customer is saying, but also to how they do it. Take a closer look at your facial expressions and body language.If, for example, the customer looks impatient and tense, then you should immediately offer him a quick and easy solution to the problem that has arisen. In this case, you should not start a lengthy and long conversation about the entire line of products available for sale.
3. 3 Focus completely on the customer. While he decides to make a purchase or not, you must create the impression of a person who is able to answer any question that arises to him and most fully satisfy all the customer's requests. What you shouldn't do is be distracted and communicate with the client as if you have better things to do. Whenever possible, try to give the conversation a personal, confidential character. You should perform your additional duties only after finishing work with the client.
   • It is very important not to be annoying. When concluding a deal, it is necessary not to pressurize and give the buyer an opportunity to think. You can, for example, use the phrase: “Great choice, you will be very happy with this purchase. When you're ready, go to the checkout, I'll be waiting for you to complete your purchase. "
4. 4 Demonstrate all the advantages of the product / service. To convince a hesitant buyer to make a purchase, a bright and colorful description of the positive qualities of your product is essential. Illustrate to the customer how the purchase will improve their life and they will almost certainly make the purchase. Make sure the customer understands the real, practical benefits your product will bring them, whether it's saving money or time, or just being in a good mood and peace of mind.
   • This tactic is fairly common. For example, to demonstrate all the advantages of a car, sellers allow you to take a test drive, sellers of musical instruments allow you to play them first, even in department stores you can try on clothes before buying them. If you sell services, or something that cannot be touched by customers, then you need to come up with another way to demonstrate the value of your product. For example, if you sell solar panels, you can help the buyer calculate the savings on their electricity bills.
   • The old adage says, "Sell virtues, not products." Focus on what benefits your product will bring to customers, not on the product itself.
5. 5 Be an expert in your field. Customers prefer to buy from sellers who understand the product and do not allow themselves to be condescending towards the buyer. Be a friendly source of information for the client. Ideally, you should not only know the product you are selling like the back of your hand, but also be familiar with similar products from competitors. With this information, you can make comparisons in such a way as to present your product in a more favorable light and, accordingly, highlight the shortcomings of competitors. It will also become easier for you to intuitively guess the desires of buyers and offer a product that is more suitable for this particular client.
   • For example, let's say you sell a TV to a single father raising three naughty children. Having complete information about the characteristics of all models will come in handy in order to offer the buyer something that will induce him to make a purchase. In this case, the presence of the parental control function in a particular TV model can be a decisive factor.
6. 6 See it through to the end. It's pretty easy to get a customer to like your product. It is quite another matter to make him buy it. Remember that your salary is directly related to the number of sales. Try to make sure that the customer makes a purchase at the moment they arrive at the store, because those who leave to “think more” may not return. If the buyer is hesitant to buy right now, try to improve the terms of the deal: offer a small discount or some kind of bonus.
   • Also, try to make the checkout process as simple and fast as possible.Accept different types of payments, work out an installment payment mechanism, keep paperwork to a minimum. All of this will not only improve the customer experience, but also prevent them from changing their minds.
7. 7 Build relationships with your customers. If you respect your customers and try to satisfy their needs as much as possible, then they will most likely recommend your services to their friends, which can lead to an increase in the number of customers. Building respectful and welcoming relationships with your customers is a great way to ensure long-term sales growth. Try to do it sincerely. While it can be tricky to think of customers as more than statistics in reporting, remember that they are real people with their own feelings and emotions, and almost all of them appreciate the warmth of human relationships.
   • Having sold an expensive product, you can ask by phone or e-mail whether the buyer is satisfied with his purchase. This will create the impression of a friendly, trusting relationship. However, don't overdo it, most people don't like to be bothered too much.

Method 2 of 2: Part 2: Use Sales Techniques

1. 1 Create an impression of urgency. Most buyers don't like to think that they might be missing out on a good deal even if they don't need the item right now. One of the oldest and most effective ways to get hesitant customers to buy is to give the impression that they might be missing out on a special, or that the offer is limited in time. To do this, try to draw their attention to the fact that the offer is unique and will never be repeated, or that the product is almost out of stock. This will encourage buyers to take advantage of the unique opportunity.
   • Some unscrupulous salespeople often go beyond ethical boundaries. At first, they greatly inflate prices, and then, under the guise of large discounts and limited offers, they allegedly reduce them, although in reality the prices simply return to the initial level. Unfortunately, this unethical method is used quite often.
2. 2 Feel free to flatter the customer (but not overtly). The stereotype that the sellers are still sycophants and flatterers did not appear out of the blue: by manipulating the feelings of buyers, you can significantly increase the chances of selling anything. The point is to do it subtly, not explicitly, not to overdo it and not be fake. Be sweet, but don't go overboard. If the buyer agrees to an exclusive deal to buy a new car, then he is “smart”, but not “super genius”. If an overweight customer tries on a suit, it looks "slim" rather than "stunningly stylish." Flatter, but believable and in moderation.
   • Even if you don’t know how to flatter a customer, keep in mind that it’s hard to go wrong if you want to compliment a customer about their taste. Whichever product he chooses, the simple phrase "Great choice!" can push a customer to buy.
3. 3 Make customers feel obligated. Most people are more willing to do something for the other person if they have previously done them a favor. Thus, dexterous sellers can take advantage of this fact by giving buyers the impression that they have been provided with some kind of service or care. Sometimes it is enough just to be attentive and responsive to the buyer. For example, a shoe seller running tirelessly between a warehouse and a store, thanks to which the buyer can try on dozens of pairs of shoes, demonstrates care and benevolence just by doing his job. In other cases, you can provide a small "service": bring the customer a soft drink or carve out time in your schedule especially for him.
   • For more effect, make your efforts “noticed”.For example, when making an appointment with a client, open your diary, cross out the "previous" entry in it, and only then write a new note.
4. 4 Don't rush the buyer. This is not easy, especially if you can earn large commissions. I just want to put pressure on a doubting client, take him to the checkout, push him to the exit and forget about him. Obviously, this line of behavior is not the most reasonable one. Buyers really do not like when they are trying to deceive or cheat. And sales strategies that rely on speed and almost coercion to buy create this impression and are therefore perceived as rather hostile. Even if with their help it is possible to increase sales in the short term, in the long term they will lead to losses due to a deterioration in reputation and negative reviews.
   • A great salesperson will always give a compelling case for the purchase first and then “give time to think” and not push. While just a good seller does everything possible to gloss over the positive aspects of the product and minimize the negative, without trying to make a decision for the buyer.
5. 5 Be responsible and reliable. There are more insidious sales techniques, but the salesperson doesn't need to know all of them. You just have to try to be honest. If you have promised something to the buyer, be sure to follow through. If you are wrong, please sincerely apologize. Respect is a key element of any sale. If the buyer feels respect from the seller, then he is sure that he will not be deceived. If the seller feels respect from the buyer, then he is sure that his work will be positively reviewed. If an organization feels respect from customers, then it is confident that their goods and services will be paid for. In case of violation of one of these conditions, the level of sales is reduced. Therefore, do everything that depends on you, win the respect of customers, treating them like a human being.