A running business can always sell more … but how? Reviewing and improving the way the sale takes place. While the task of selling seems to be quite “intuitive,” even the weakest people in the sale can sell better, with a correct technique.
Steps to Successful Sale Process
Here are “the 7 steps of the sale” that are explained, in different ways, in business literature.
An impulsive salesman runs to the customer and asks “Do you want to buy something?” Before which a very possible customer response is: “No, thank you” and finished the conversation.
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A more experienced salesperson will approach the customer and before saying anything, he will look closely at the customer, and try to find the right time to address it. Surely you will come in asking something like “Would you like to know something more about the product?” Before which the customer will be forced to think for a minute and will most likely choose to ask some interesting questions about the product.
- Identify needs
If the salesperson manages to start a small conversation, your questions should seek to know what the customer is looking for and mainly WHY and WHAT he is looking for. Before showing a product and describing its characteristics, the seller should really know what the customer needs. This will save time and increase your chances of selling.
- Show product
When you know what needs the customer needs, it is much easier to highlight the features that are most relevant to YOUR need, instead of starting to list all the infinity of features that the product may have. Something very important is that when displaying the product stands out the BENEFIT that the product can give the customer, rather than its technical or nutritional characteristics.
- Overcoming objections and questions
A customer needs a shoe, you sell shoes … even so, the customer does not buy. Why is this happening? The way to find the answer is: discovering and “overcoming” customer objections. Ask for example: “Would you like to see other colors?” Or perhaps “Is there a model that you like in particular?” Maybe you have doubts about the quality and the guarantee of the product, which would suffice to say ” Satisfied with the product, may require a refund within the next 30 days.
- Close the sale
“Perfect, I buy it” are magic words for any seller. Inviting the customer to go to the box, offer gift wrap and define the form of payment should be fluid steps in any sale, but not always. Until the sale is not “signed” you can not sing victory.
- Suggested selling
In many cases, a customer who has already purchased a product will be willing to purchase other related products during the same purchase. In a restaurant, surely who finished his lunch will ask for a dessert. Whoever bought shoes will also want to buy a belt that matches the shoes. It will be the responsibility of the seller to suggest or “remind” these products to the customer, if he wants to sell more.
- Maintain a relationship
A satisfied customer is a returning customer. In every boutiques or luxury store, the salesperson remembers exactly each customer, which facilitates their next sale. In large stores and supermarkets, customers are offered a customer card to maintain a relationship and a follow-up of each of their customers. Only the small and medium-sized business relationship with the customer seems to be a little behind. Knowing each client is difficult, but not impossible.