In today's highly competitive market, effective selling is an art! Often, the final success depends on the salesperson who will conduct a substantive, professional sales conversation with the client. And it will skillfully convince him to buy or use the services. What stages of a sales conversation do we distinguish?
The most important stages of a sales conversation
Reliable preparation for a conversation with a client is essential! Acting in accordance with the assigned key, the trader knows what to pay special attention to, when and what steps to take, as well as what questions to ask to lead to finalizing the sale.
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We can distinguish 5 stages:
- Establishing contact
Establishing contact with the client is a kind of introduction to sales conversation, the foundation for future sales. Usually it is a short chat, sometimes even one sentence that will make it easier to build customer relations, it will allow the salesperson to adjust to his way of being and communicating. The first impression often affects the further course of the entire sales conversation. Therefore, the salesperson should establish eye contact with the customer to show confidence and build their trust. A smile is also very important, as it relaxes the atmosphere and shows a positive attitude.
- Customer needs analysis
An important feature of a good salesperson is the ability to listen actively. A trader should get to know the client's expectations in detail in order to propose an offer that will satisfy him the most in the next stage of the sales conversation.
- Offer presentation
The presentation sales offer is one of the most important stages of a sales conversation. The trader should use the information obtained in the analysis of the customer's needs to present him with a "tailor-made" offer. It is worth using the language of benefits for this. To inspire the customer's trust and convince him to buy, the seller must demonstrate excellent knowledge of the offered product / service and extensive knowledge of sales techniques.
- Finalize the sale
Finalization is the climax of the sales process. The trader presents the final arguments, and then confidently closes the transaction at the right moment by asking a simple question - for example, "So can we go to the checkout?", "Cash or card?", "I understand that we are establishing cooperation?", "I understand that are you determined? ”.
- After-sales service
After-sales service is all the activities that follow after the payment is made. So help in case of problems, answering questions about the details of the service, etc. Professional after-sales service is an effective way to build a long-term relationship with the client. There is a good chance that the customer, whom the brand has taken good care of at every stage of sales, will use its services again.
