Since we are used to trusting acquaintances, the seller has a 100% chance that a satisfied buyer will recommend his company to his friends. And this increases the number of loyal clients. 3. The “consultative sales” technique Consultative Selling Methodology This technique is perfect for situations when the client cannot make a choice. This term first appeared in 1970, and the method was described by Mac Hanan in his book "Consultative Selling". The essence of this technique is to identify the needs and difficulties of the buyer, become his assistant, adviser, offer the best solutions.
This process involves five steps: Greeting . The seller should introduce himself and briefly tell about the company. Gathering information . By asking questions, you need to find out the consumer's problems and customer indonesia telegram data experience. Offer . Based on the available data, you should offer the product and highlight its advantages, as well as the benefits of buying. Cost . Having presented the entire value of the product, they name the price. Registration of the transaction . 4. SPIN Technique This method perfectly confirms modern trends in sales technology and is developed for a group of expensive goods (services).
Its creator is Neil Rackham, a famous researcher-marketer and author of several bestsellers, which were published in 50 languages. The essence of the method is to push people to the necessary conclusions, using certain questions, which are divided into the following types: Situational (the goal is to understand the current state of affairs). Problematic (the goal is to identify the client’s needs, including even those that he is not aware of, that is, hidden ones). Extractive (the goal is to make you think about the consequences that will occur if you don’t solve the problem). Guides (the goal is to present your benefits from resolving the issue.
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