There is a wide range of methods/techniques that can be used to interest the buyer and convince him to buy the product. The stages of direct sales include different strategies:
Creating urgency. This does not imply a threat, but rather an indication of a limited supply or end of a promotion.
Impact by mass. Many people respond to the "herd effect", so there is a tactic associated with "general popularity", where you tell the customer that many people already have the product. Sometimes in direct sales, they emphasize that the product is only available to a certain group.
Working with price. Many may chinese overseas europe data package refuse to buy after learning the cost. It is important to be able to justify it gradually during the presentation and emphasize the advantages of the deal, regardless of the price. And you need to learn to understand the cost, for example, distributing the price of the product over the period of its use.
Comparison: Comparison with competitors' products can be useful, but the emphasis is on your own strengths, not on the weaknesses of others.
Demonstration of results. Showing how a product or service works is a key technique in direct sales. If the product cannot be demonstrated, you can refer to reviews from customers who have already made a purchase.
To promote a product, you can use cold contact - talking on the phone with a stranger, or hot - a personal meeting. However, direct sales methods when communicating with a client are not limited to these options. It is important to select and combine them depending on the situation and type of product or service in order to convince and interest a potential buyer.
It is possible to promote a product during meetings that happen by chance. This method is not widely used, is not singled out as a separate group, but plays a significant role, since a large number of successful transactions occur precisely during random contacts. Research shows that random transactions can make up from 5 to 25% of the company's total turnover - a rarity in the context of other sales methods.
Direct Sales Methods
To achieve high efficiency rates, you need to master direct sales methods:
Please note: the decision to buy is most often made on an emotional level. Therefore, the ability to evoke emotions in the client is the basis for a successful transaction. Everyone needs an individual approach for subsequent mutually beneficial cooperation. The purchase should be spontaneous, but the client should buy exactly what he needs.
An equally important aspect of success is the consultant's appearance. A direct sales manager must be well-groomed, neat, and self-confident. He knows his product well and presents it taking into account the key positive characteristics and qualities.
A significant number of clients can be attracted with a competent approach to solving their individual problems. After a short presentation, it is important to find out what aspects interested the potential buyer, what problems he would like to solve.
Be aware of various techniques that encourage the client to buy, such as the "three yeses" method. Human psychology is such that after a series of affirmative answers, he is inclined to agree to subsequent offers.
It is important to maintain a dialogue and stimulate discussion of the product with the client. The consultant must be ready to answer questions in detail and clearly.
An unobtrusive compliment can play a decisive role in choosing a product. However, it must be sincere and natural.
Give the customer the opportunity to independently choose the product based on your consultation. It is important to lead the visitor to the desire to buy the product, and not to force him, in order to avoid disappointment after a purchase under pressure.
The main task is to arouse interest. The client must believe in the effectiveness of the product from your words. To establish trust, it is necessary to describe in detail all the advantages of purchasing the product. Standard descriptions are often ineffective, so a creative approach and the study of modern marketing methods are required. Creating a portfolio with product reviews can be one of the best ways to promote a product.
Remember: service should be displayed in a restrained and natural manner. Coercion and obsession can immediately scare off a potential client, turning a banal consultation into a refusal. People do not want decisions to be made for them; it is important to provide a choice without pressure. In case of refusal, it is important to end the meeting with dignity, providing contact information and, if possible, a product catalog. This will help maintain a positive impression, which can bring the client back if there is interest in your offer.