Five rules for a successful seller
Rule # 1. Regard.
Do not think that the client is a fool who will buy any nonsense that you offer. The client should be respected, because it is he who carries you money for your product or service, but, of course, do not bend under rudeness. Respect in this case is a friendly attitude and a desire to help a person make the right choice, so that after the purchase of your product or service, he felt as comfortable as possible and was one hundred percent satisfied with the purchase.
Rule # 2. Identification of needs.
If you have a point of sale, such as the sale of gifts, or any online store in which there is an opportunity to advise customers, before you offer something, you must first identify — what is the need of the person. The funny thing by the way is that even those people who at first glance only idly consider your product, killing time, you can identify the very need that they really have, getting another potential client.
To identify the need of the client, you can not obsessively start a conversation with him about something abstract, but logically related to your range. If you see a person in your gift shop looking at a product, but briskly refusing advice, you can simply ask him what he prefers to receive gifts for the holidays, without putting on the shackles of buying something.
This will work, because then the person will act as an “expert”, begin to talk about their needs and during the conversation you can easily offer him exactly what you need, tying his needs to his product.
Rule # 3. Identifying the type of buyer.
First class. This type of clients is the most pleasant, because these are the people who already know what they want and have time to study the topic up and down. It’s nice to work with them, because the maximum that is required is an easy consultation and a good price that can be supported by a discount.
Second type. This type of customer is aware of their need, but does not realize how to specifically meet this need. In other words, the client understands that he wants to order the promotion of his online store, but he does not know from whom, for how much and what kind of promotion to order. In this case, you must demonstrate and explain to the client three things at once — the benefits that he will receive on the condition that you buy a product or service from you, your competitive advantages, as well as all possible guarantees from you.
Third type. This type is the most difficult from the point of view of the seller. Here a person not only does not know what he wants, but even more so does not realize how specifically to implement it. This client is usually idle and if you are faced with it, then do not push him with an offer and praising their product. First, just talk, identify the need, listen carefully to his answers to your questions, analyze — whether your product or service to meet the needs of the client and do not forget about respect.
Rule # 4. Specific use.
During the sale or presentation of your product (service) it is necessary to focus not on what is a wonderful product or service quality, but on what specific benefits will bring the purchase to the consumer. It is necessary to describe all the new opportunities that will appear after the acquisition, the expected results, the specific benefits that will allow the client to understand that his purchase costs justify themselves.
Rule # 5. Customer base.
To make this rule work for you, you need to be very honest with customers. A lot of research in this area has shown that people become loyal to a particular brand in the case when the seller or just a representative of a company provides quality friendly service, sincerely helping customers with the choice, as well as Frank with them.
People will start to believe you when you work with their needs, not their wallets.
Try to find a compromise between the quality that will really satisfy the need of the person and the price at which your profit is laid.