Transactional sales : the seller plays a minimal role in the process. The client has already decided to buy and is going for a specific product or service. The seller only needs to close the deal by completing the transaction (make the sale).
Expertise : To sell, you need to demonstrate expertise and confidently advise the client to resolve their doubts and answer all questions about the product.
Personal : the seller aims to make the customer choose the product based on trust or sympathy. To achieve this, it is important to establish close relationships, find common interests and evoke positive emotions.
Marketers have developed sales techniques for all of the above options. Some of them are outdated and no longer work, while others remain relevant and continue to successfully help in sales.
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5 Effective Sales Techniques for Managers
What are the sales techniques for managers? There are many techniques, among which are both popular and widely used in any business sector, and specific ones that are suitable only for certain areas. Below we will consider the most effective of them.
AIDA
One of the most famous bahrain phone data sales techniques in the world is based on four stages that help structure the sales process:
A (Attention) - attention. The manager must attract the buyer's attention with one short expression or phrase.
I (Interest) - interest. It is necessary to generate interest in the product by demonstrating its advantages and characteristics.
D (Desire) — desire. The client is gently led to the desire to buy. At the same time, the buyer must be sure that this is his personal desire, which is not imposed by the seller from the outside.
A (Action) — action. The manager motivates the client to buy by using a “call to action”.
AIDA
Source: shutterstock.com
AIDA technology can be used in various areas related to active sales, and can also be used to create advertising posts and scripts for working with cold buyers.
PZP
The title of the method uses the abbreviation: "Attract attention. Interest. Sell."
Attract attention : introduce the potential buyer to the product in such a way that he wants to get more detailed information. For this purpose, open-ended questions are used. For example: "Your child is just starting school in the first grade, and it is important for you that he is supervised until you return from work?" Or: "After-school programs at school require children to be supervised in the classroom, but you want your child to have a more quality time?"
Interest : you need to inform about the characteristics of the product, noting its usefulness for the buyer. "We offer extended classes, where your child will feel comfortable, rest, have lunch, walk in the fresh air in comfortable clothes and do homework. We work until 20:00. You will be able to pick him up even if you are delayed in traffic jams."
Sell : lead the buyer to the deal and close it. Thank the buyer for the purchase, tell about the guarantees and advantages of this purchase. "Our educators will be able to answer your questions by phone or in messenger during business hours."
This technique is used in direct cold sales in various sales areas.
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SPIN
The goal of this technique is to encourage the client to make an independent purchase decision. For this purpose, questions from four different categories are used:
S (Situation) — situational questions are aimed at finding out the current circumstances of the buyer. "Are you satisfied with the service at our bank?"
P (Problem) - problem questions help to identify the obvious and hidden problems of the consumer in the context of the manager's proposal.
I (Implication) - eliciting questions allow you to demonstrate to the client what the existing problem may lead to if it is not resolved.
N (Need-payoff) - leading questions demonstrate that the seller has a solution to the client's problem that is very beneficial for the latter.
As a result of using the SPINT method, the client realizes the existence of a problem and strives to solve it. The manager's task is to present a profitable option.
SPIN