Are you wondering how to successfully acquire customers? The Sandler method, which emphasizes building a relationship with the interlocutor, comes in handy. It encourages salespeople to ask customer questions and follow their mindset rather than dismissing doubts. In this case, the trader tries to find out about the problem or reason that may motivate them to take advantage of the offer.
Sandler's method: what is it?
The proposed selling method was developed by David Sandler in 1967. The seller should match the customers with the right products. Professionals call this process a qualification. During this time, the salesperson asks various questions to find out about the customers' needs. In this way, the seller will determine whether the caller belongs to the target group. During the next stage, the trader determines whether a given product can improve the consumer's comfort of life or make it easier for him to run the business. Then the consultant determines how much the potential customer wants or can spend on the product. If the client's budget does not match the company's prices, the conversation can be ended diplomatically at this point. The Sandler method will allow you to close more deals.
What are the individual stages of a sales conversation? Specialists remind that the transaction process begins with establishing contact, and then goes through the analysis of customer needs and presentation of the offer to finalize the sale. After-sales service plays an increasingly important role, which favors building long-term relationships with the customer. This is a perfect opportunity to offer him additional products.
How to effectively acquire customers?
This method helps the company achieve its sales goals, while supporting their values and mission. It emphasizes that sellers provide a certain type of support to potential consumers.
The Sandler method focuses on creating a relationship of mutual trust between the customer and the seller. In this case, the salesperson does not deny the interlocutor's objections, but acts as a consultant. The seller does not contradict the customer's beliefs or try to correct the customer's error. In small steps, he tries to change his perception of reality so that the interlocutor decides on his own to buy a product or use a service.
Are you wondering how to get loyal customers?
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Are you wondering how to check if your advertising activities are bringing the expected results? pay attention to sales conversion. This indicator allows you to determine how many people who looked at the site actually placed an order. The ratio is expressed as a percentage, of course, the higher the better. Typically, online stores will record 2-5% conversion.