Successful salespeople from call to deal. Sales Technique Training: Sales Closing Techniques are a Key Skill in Selling

SALES TECHNIQUE TRAINING: PRINCIPLES OF CLOSING THE DEAL

The most important skill sales manager is sales closing skill. The ability to close a sale is as important to a sales manager's success as the ability of a football player to score. Learn the basics of completion and you will achieve the desired result - closing the deal. You will not find a single method that would bring results for every sales negotiations. On sales technique training being improved effective sales negotiation skills. You communicate with different people and in different situations. Your creativity, your ability to understand others, and your willingness to act on your beliefs are factors that will help you choose the most effective transaction strategy. learning sales completion skill, you develop self confidence as in successful sales manager, and more importantly, you close more deals with less effort. Try out different sales completion strategies until they become a habit and you make a deal with ease. On sales technique training the main completion strategies. And along with the growth in the number of concluded deals, your income and your opportunities for professional and career growth. You won't discover any secret, unknown deal closing secret, you will not find any mystical formula known to a select few; however, you will need to understand some principles, refine methods, and take advantage of closing techniques. With practice, you can improve your abilities.

Sales training technique: conditions that affect the success of the transaction:

Contact . Experienced salespeople know how to establish contact and build an atmosphere of mutual trust and respect.
Light atmosphere.Staying yourself professional sales manager contributes to an easy and desired customer purchase.
Confidence. All experienced salespeople are confident in themselves and their product.
Sincerity. Best sales managers sincerely want to help the client.If a customer likes, trusts, believes, and feels comfortable with you, they are more likely to buy from you.

Every sphere of human relations is based on these conditions. Effective sales are no exception.

Sales Training Techniques: Basic Principles for Completing Negotiations:

First, closing a deal is the logical conclusion of an effective presentation. It is not an isolated or independent part of the negotiation process.
Second, it is psychologically impossible to close a deal if the client is not ready to buy. You should not force a customer to buy your product!
Third, the process of completing the sale depends on the balance of the sale process.- starting with finding an approach to the client, and going through all the stages of negotiations with him - help your client make a positive decision.

There are many techniques that help the client make an existing decision. Sales negotiations, which have already been identified key needs and effectively overcome doubts and objections, inevitably lead to make a deal. Remember: People don't buy without logic. On the contrary, they buy with a view to meet the needs, but make a decision at a certain moment based on emotions. On sales technique training considered a system of questions to identify customer needs. Determining what the client wants is your job, not your job. For example, the feeling of fear that you will not be able to conclude a contract, you destroy most transactions, because they are focused on your desire to sell, and not on the desire of the client to buy, and as a result - the destruction of trust. On the contrary, a natural attitude towards selling reflects your respect and interest in the client, and sets him up to make a decision to buy.

SELLING TECHNIQUE TRAINING: UNDERSTANDING READY TO BUY SIGNALS

Difficult to teach, but it is important to remember that the ability to understand buy ready signals this is art. Sometimes it seems that the client is evasive in negotiations, and direct questions do not allow you to get the necessary information. But even in such situations, the client gives signals that he is interested in your product. Pay close attention to body language, which can suggest buying motives. On sales technique training formed the skill of identifying the primary motives for buying. Even such small moments of behavior as thoughtfulness, open hands, a change in tone of voice, or a nod of the head can serve as customer interest signals and willingness to make a decision. If the client changes the position of the legs or arms, straightens up in a chair, or leans in your direction, then this may also indicate a willingness to purchase! Client may be more anxious or serious, or may relax and let go of emotions. Think of each signal as part of the big picture; body position, voice, words used, questions, and facial expressions can tell you a lot about interest client. Pay close attention to every question you ask client, because it can display desire client make a purchase.

Sales training technique: questions that are signals of readiness to buy:

What additional support do you provide?
Do you have it in any other colors?
What is the cost of the goods?
Is it possible to get an installment payment?
What is the shipping cost?
When can I receive it?

Questions that reflect the interest of the client are buy signals. Understand them and use accordingly. When you feel it's time to sell, use sales technique that best suits your client and negotiation process.

SALES TECHNIQUE TRAINING: CHOOSE THE RIGHT METHOD FOR CLOSING THE SALES

Successful sales managers always ready to make a deal. They assume that the client will say "YES". This positive mood - or positive expectations - provides a positive climate and is sure to lead to a deal.

Sales training technique: recommendations that increase the likelihood of successful completion of the sale:

Classify the client.Find out exactly what he can afford to buy.
Know your product or service thoroughly.Determine his strengths and weaknesses. The more you know, the more confident you feel about offering it to a client.
Prepare for the meeting.Know what to say to that particular client.
Have a nice image; be well packaged.
Know your competitors.Be prepared to show the benefits your product offers that are equal or superior to those of competitors. Knowing your competitors, you are ready to emphasize the advantages and characteristics of your product. Your knowledge of your competitors will help you neutralize any objections.
Aim to create desire and close the deal. Be positive about negotiations. Go to the meeting with the idea that this is a potential customer who has every reason to buy what you are selling. Often the client is hesitant, but you can always be determined. Inner confidence on your part makes it easier for the customer to make a purchase decision.

Sales Coaching Technique: A technique for presumptively closing a sale in a sales negotiation.

A conjectural ending offers the client a choice, including making a positive decision. On sales technique training presumptuous sale completion techniques. The choice can be offered in the form of closed questions:

Choice of payment methods:“Would you like to take advantage of the benefits of paying in cash, or would you like toWill cashless payment be more convenient?”
Choice of delivery time:“When is the best time for you to deliver the products in the morning or in the evening?”
Choice of delivery location:“Do you want us to deliver everything to the central office, or do you preferdelivery to branches?
Choice of color, style or type:"Do you prefer red or blue?"

Sales Coaching Technique: A technique for closing a sale using minor details in a sales negotiation.

Finishing with minor details sometimes called completion using subquestions. Completion using subquestions is not as definitive as suggestive completion. On sales technique training the skill of effective use is formed techniques to close the sale with minor details. If the client chooses one of the minor items, this is a good indicator that a deal is imminent. To take advantage of finishing with minor details, offer the client a choice between two minor items. For example: "Do you prefer your monogram to be printed or handwritten?"

Sales Coaching Technique: A technique for closing a sale using physical action in a sales negotiation.

Physical actions taken on your part can serve as a confirmation that the deal has already been closed:

Sales Training Technique: A technique for closing a sale to avoid losses in a sales negotiation.

All people want to avoid loss. Appealing to this psychological need convinces the customer to buy now. On sales technique training the skill of effective use is formed closing techniques to avoid losses. Here are some examples of this technique:

Note that for completion of the transaction in order to avoid losses follows the question of making a deal.

Sales Coaching Technique: A silent closing technique in a sales negotiation.

Silence has the strongest effect on the client. Be quiet and the client will not be able to resist, because not many people can tolerate silence. Silence often encourages buy signals to surface. On sales technique training the skill of effective use is formed silent closing techniques Silence allows buy signals to occur, resulting in the completion of the sale.

Sales Training Technique: A technique for closing a sale using stories in a sales negotiation.

The emotional appeal of oral pictures is an influential technique. A story or a similar situation is the method that brings the maximum result. It is particularly effective in selling intangible goods such as insurance or mutual funds. Using this technique, tell a story or give an example that illustrates the client's situation. Describe how someone gained or avoided a huge loss by accepting your offer. On sales technique training the skill of effective use is formed story closing techniques. You can even talk about a company that refused to implement the proposed technologies, and as a result lost a part of the market.

SALES TECHNIQUE TRAINING: IMPROVING SALES FINISHING TECHNIQUES

If you become an expert at negotiating deals based on different methodologies, you will become more enthusiastic in negotiations because you have increased opportunities to succeed. You are prepared to communicate with different people, with different characters, moods, and other emotional characteristics. On sales technique training considered basic sales closing techniques. Your work becomes varied and interesting, and you feel the thrill of success.

Sales training technique: the process of preparing for sales negotiations:

Choose the closing method that best suits your business. Write down the words used in connection with a particular technique and memorize them for confident and accurate use in conversations.
Determine the best technique to use when the client is giving you buy signals early in the negotiation. Pre-preparation gives you the opportunity to take advantage of the possibility of closing a deal in the early stages of negotiations.
Develop the best strategy for you, which is best used at the stage of the planned closing of the transaction. A complete strategy usually combines two or three closing techniques.

For example, you can combine presumptive completion with technique using physical actions. Consider the type of presentation being used, terms of sale, variety of shipping methods, and payment methods. With your own strategy, you have great faith and balance throughout the negotiations. On sales technique training several basic sales completion strategies. Knowing exactly what you are going to do in terms of closing sales, from the very beginning of the negotiations you expect the moment when the client will make a positive decision and actually buy.

SALES TECHNIQUE TRAINING: DON'T MISS YOUR SALE

Be sure you choose the right one closing time- or you can fail the sale. When it comes time to close the sale? You can't always complete the sale at the same time. Sometimes the client is ready to buy at the beginning of the negotiation, sometimes he agrees in the middle, and sometimes you will need to make every effort and provide maximum arguments to convince the client to buy. Sometimes the time comes after neutralize all objections and answers to all questions, in other cases, you can close the deal after negotiations and passing through small but important stages. The difference between large and medium results is the frequency and consistency of the offer to conclude a contract. Ask the client to buy not once, but with repetition if necessary. The best salespeople talk about buying at least five times in a single negotiation! You need a lot more than just emotions to make a compelling purchase request. In order to remain persuasive without causing irritation, you will need to apply your own skills and techniques. Deal closing time depends on how familiar the customer is with your product, how confident you are in identifying buying signals, and questions and objections from the customer.

SALES TECHNIQUE TRAINING: FORGE THE IRON WHILE IT'S HOT

Majority sales managers naturally experience joyful excitement at the successful completion of negotiations. Even if your customer has already agreed to buy, you can ask a few questions and earn extra income. For example: "Who else in your organization should we include in this plan?" “Which other enterprises would you like to install this equipment?” "Would you like another copy for personal use?" Thousands of deals are closed every year, but many thousands of potential sales are lost due to inability to sales manager consistently ask the right closing questions. Don't leave business on the table! Experienced Sales Manager can make a deal that you thought was hopeless.

When a person first becomes your customer, they are very passionate about your product and ready to help increase your sales. Take some time at the end of every successful meeting to ask for referrals. Determine for yourself the minimum that you need to acquire as a result of communication with five new clients. Use questions to encourage your client to referrals of potential clients for your business. For example: “I am pleased that you are our client. And now I need your help. I cannot know everyone who is a potential customer of my product. Do you know someone who might be interested in this product?” Ask the right sequential questions to gather as much information about the potential client as possible. Resist the temptation to put off asking for a recommendation until another time. Your customer is a customer right now, and they will never be more engaged than they are now. Sales technique training shapes the skill of effective use of recommendations.

SALES TECHNIQUE TRAINING: BECOME A DEALING EXPERT

Completion of the deal happens to everyone individually. No matter how others do it, you will be more successful if you act according to your own pattern, according to the characteristics of your personality. Experiment with all the methods given in this lesson. Then, choose the method that suits you best. Your sales increase in direct proportion to the improvement in your ability to close deals. On sales technique training the skill of effective use of the main sales completion technician.

Sales Technique Training: The Five Rules of Selling:

Help your client understand what you take to heart needs and problems.
Help the client understand what he wants. Determine the main need, andhelp your customer imagine how your product or servicesatisfy his needs.
Help the potential client convince himself. People whobelieve in their own ideas, tend to make decisions faster.
Always demonstrate value and benefits use of your product.
Make it easy for your customer to buy from you. Createan atmosphere in which it is easier for the client to say “yes” than “no”.

You are the most important factor in completion of the transaction. Your positive attitude and the methods you use are more important than anything else. In order to be successful seller, develop the final mood - positive expectation attitude. Usually your mood goes to your client. He starts to feel what you feel and wants to buy because you expect him to buy. Sales Manager who negotiates correctly with the right client, has effective demonstration techniques and plenty of evidence, but who cannot complete the sale, simply wastes time, energy and strength.

The final stage of sales is the completion of the transaction. Closing the deal in sales is the last final chord. The reason sales and negotiators earn such hefty fees is because they know many ways to close a deal in sales. This knowledge allows us to obtain high results and long-term partnerships with clients.

There is good news. Sales closing techniques are not classified information. First, consider the stage of closing the transaction as the stage of sales.

Description of the deal closing stage

At the stage of completion of the transaction, contact with the client is established, needs are revealed or formed, a presentation is made, resistances and objections are settled and worked out. If all stages are worked out with high quality, all non-verbal reactions are tracked and all the client’s doubts are settled, then at the stage of closing the deal in sales, there should be no pitfalls, except for force majeure, which cannot be influenced.

Examples of a client's unwillingness to close a deal

The behavior of the client at the stage of closing the transaction may vary and signal possible problems. Consider the completion of a deal in sales, examples of solving cases related to problem situations.

Not disposed to communication: most likely, the contact is poorly established, but do not forget about the client's right to a bad mood.

Ignores communication: avoidance, does not want to voice a negative decision or the fact of lack of information.

Does not ask questions: sometimes you should be wary if the client does not ask clarifying questions about the offer and the contract, does not even try to bargain on the amount and conditions. Eliminating the possibility of your own paranoia, still take an interest in the client's opinion about the proposal, ask a series of questions about the advantage of your proposal over past attempts by the client to solve the same problem. If the client readily tells stories, dreams of a joint future, but does not announce specific figures, dates, volumes, drags out the discussion, then most likely it is too early to talk about closing the deal. If the situation does not change, meetings are postponed, the deadlines are “creeping” - you should agree with the client on the opportunity to return to the dialogue a little later, when something changes for you or the client.

Features of the behavior of the seller at the completion of the transaction

If the seller is active, emotionally charged, knows how to establish contact and win over people, you should not worry about the success of the transaction. It is important to remember the "need" - the excess significance of the transaction - and try not to demonstrate it to the client at the final stage. This is often used by experienced negotiators. Seeing the need in the behavior of the seller, negotiations easily turn into tough ones for the needy side. The ability to control your emotions, non-verbal manifestations and behavior are the qualities necessary for the successful completion of transactions.

The credibility of the information and the level of expertise of the sales manager are factors that should not be ignored when closing a sales transaction is at stake. This is especially true for managers who have little experience or modest knowledge about the technical characteristics of the product. It is important to make sure that the client has received comprehensive and up-to-date information on the product. If a salesperson is unsure about their answers to customer questions or does not know the answer, it is worth enlisting the support of technical specialists or a manager. Misleading the client and "confusion in the testimony" is undesirable at all stages of the sale and can cause difficulties when closing the transaction.

Deal completion techniques in sales are well-established techniques, phrases that help you quickly get the desired result.

The result of the completion of the transaction may be a contract and payment, or perhaps the rejection of the transaction without delay and loss of time.

It is important to feel the client's mood well and make several attempts to close the deal. At the same time, it is important to observe the behavior of the client and listen carefully to what he says.

We can distinguish the following types of completion of the transaction in sales:

direct (aimed at the buyer);
indirect (manipulative);
psychological.

Clarification

A common and effective method for both retail and wholesale sales is the "clarification" technique. You can clarify with the client the method by which he is ready to make a calculation, the volume of purchases, the range of goods (ask for old applications, new needs), and a counterparty card. When it comes to b2b sales, that is, it makes sense to clarify who should be contacted about the contract, payment, acts of work performed, documents. There are a lot of options. Clarifying questions can be thought up for each type of product or service.

Purpose: to track the reaction of the interlocutor and set the vector for the completion of the transaction.

The clarification refers to the direct types of completion of the transaction.

deficit

In almost any sales, it makes sense to use the “deficit” technique when boosting a client. Deficiency can be:

validity period of the commercial offer (with a subsequent increase in cost);
duration of discounts, promotions;
limited quantity of goods;
the manager's time to sign the contract.

Proper use of technology will help speed up the decision-making process by creating an additional source of urgency. This is a manipulative technique. It is worth using it to the place and not contradict its own terms and conditions. This is quickly identified by customers, and the seller risks being embarrassed.

Unlucky Professor

When using some techniques, closing a deal in salesrequires skill and a certain degree of artistry.For example, the "loose professor" technique, andotherwise, in the sources it is called the "Colombo effect", in honor of the idiot detective who won the hearts of millions of viewers. How can you use this image to achieve sales success? Easily. First, people like to be in order. Don't be afraid to be imperfect, be afraid to be insincere. Secondly, a question asked out of logical sequence causes a slight confusion in the client and, most likely, provokes him to say what he really thinks. How does it work with examples? The seller may return to the decision maker's office after the meeting for a forgotten pass, telephone, handkerchief, pen and as if casually ask: “Tell me, please, what prevents you from signing a contract?”

The well-known business coach Radmilo Lukic liked to ask clients at the stage of closing a deal: “What stands between you, me and happiness?” This is also an example of the use of this technique.

By experimenting with different options, each seller will find their own tool to help open the hearts of customers. Practice, and only practice, will make the average salesperson an effective closeout salesman.

The task of any manager when working with a client is to guide him step by step according to a pre-thought-out algorithm and close the deal. He must be able to introduce himself, create a need for the product, reveal its value to the buyer, remove all objections and finish, having received money from the client.

We suggest adopting 21 sales techniques that will help you successfully go through each stage of working with a client.

Sales techniques: 3 questions for incoming calls

It is important to be able to "handle" the buyer in the right way for an incoming request for . 3 sales techniques will help you with this.

1. How did it happen that you want to work with us?

This is a direct question that involves a simple request for information. Answer options can be very diverse.

Found you in search results
I came to you by chance
I contacted you for a recommendation.
Came with a promotion
Found in the "Top 10" lists of companies in the industry

It is important what exactly the potential buyer will answer. From these data will depend on which way to further negotiate.

2. Is this particular product important to you? Why?

Again, this sales technique is aimed at extracting information from a person that will later help increase his purchase check. How it works?

Here the seller must recognize the true values of a person: quality, quantity, efficiency, cheapness, exclusivity, uniqueness, etc.

Imagine such a hypothetical conversation. The client informs you that he takes this product model, as it is made in a metal case. And therefore it is of better quality, etc.

After that, the seller must make a “rack” and offer the buyer something in a “titanium” case, as it is of better quality. The latter will also be more expensive. If the value of the counterparty is identified correctly, then the sale will close and the up-sale goal has been reached.

This question is a two-for-one sales technique. Firstly, it performs the function of the first question: "How did it happen that you want to work with us?". Secondly, it indirectly demonstrates that the company is so good that recommendations from satisfied customers are a common thing. So everything is reliable, and the quality of the product is at a high level.

Sales techniques: 4 questions for outgoing calls

This sales technique also involves clarifying certain points that will allow you to:

sell;
sell at a higher price.

A complex outbound technique gives the salesperson an understanding of optimal behavior. So, you need to go through 4 phases.

4. Find out the fundamental interest

This is very important, as it will serve as the basis on which all further argumentation will be built.

- Do I understand correctly that you are interested in more powerful computers than netbooks?
- Yes, right

- Not really, including I am considering simpler options.

5. Find out who pays

This is a fundamental point, as it helps to significantly save the seller's time. The one in front of him must be qualified for solvency or simply having the authority to make a purchase decision.

However, this should be clarified carefully. And if suddenly you are convinced that this is not the person making the decision, then still remain within the bounds of politeness. Perhaps you have a person in front of you that has a very strong influence on the decision.

- Tell me, do you need additional approval of our issue (if you are talking with a deputy)?

- Tell me, are the funds already planned/allocated under our contract? Or do you still need to approve this moment?

6. Find out how much you're willing to pay

Here you can ask questions directly with the presence of financial concepts - price, budget.

- Tell me, is the budget allocated?

- Tell me, what price range is right for you?

Or better yet, soften and try to determine the amount of payment according to other criteria:

volume
quality
manufacturer

- What components of domestic production or import do you need? European or Chinese?

- What volume of delivery would satisfy you? 2-3 tons? Or is it more like 10 tons?

- Is it more of a gold/platinum chain or a silver one?

- Do you like IOS or Android, is it acceptable too?

7. Find out when you need to

The fact is that questions about delivery times, the time of purchase are not only informational, but can also unobtrusively create an atmosphere with a slight touch of urgency.

So when you talk about timing, you again deal a "double whammy":

You get the necessary information about the delivery time, and this is very important in the case of complex multi-pass projects.
Push the buyer to specific payment actions.

- Do I understand correctly that if we open before the New Year holidays, it will be better? So?

Sales Techniques: 8 Topics for Small Talk

The types of calls described in the previous chapters - incoming and outgoing - can be supported by such a sales technique as small talk. This is especially important when the initiative comes from the seller.

The small talk sales technique is a non-committal, empty or mundane talk about trifles. As an example from life, we can cite a conversation between two gentlemen about the weather. And such a technique used in sales is far from being a “trifle”. It makes quite a lot of sense.

It should be remembered that small talk is a kind of ritual. And rituals play a huge role in the life of any person. According to Eric Berne, an American psychologist and psychiatrist, a ritual is a type of social interaction that:

relieves stress, distracting a person from the burden of current problems;
eliminates psychologically "dangerous" situations of uncertainty and constraint that cause anxiety and discomfort from contact with an unknown person;
involves receiving compliments, which is always nice.

The small talk technique performs roughly the same functions, but in a more specific way.

Adds credibility to the words of the seller, the organization and the product they represent.
It forms the basis of psychological comfort, in which the buyer understands that a person has come to help him or even just chat. And right now, he’s definitely not going to “ask” for money from him.

Examples

Here are a few topics for the small talk sales technique that are not commonplace and will be readily supported by a potential buyer.

Numbers. Numbers are always good in any sales. They are able to highlight problems and benefits with unprecedented clarity. And this is what you need in sales. In a simple situation in life, you need to weave a story of importance.

Interesting fact. Find an interesting fact and bring it under the logic of the transaction. Facts based on comparison with the physical phenomena of nature or the characteristics of representatives of the animal world work best.

An unexpected question. The question should be unexpected, but not shocking. Its purpose is to give a metaphor that will later figuratively explain to a person why to buy the offered product.

Original quote. Everything is transparent here. Dig into quotes and pick up some wisdom that explains the benefits of the product. Believe me, it's easy.

Joke. Make a whole collection of witty jokes related to the product or service you are selling. After that, use them to the place.

Parable. Similar to a joke. But more instructive. Here, be careful not to irritate the buyer. After all, he may decide that you are teaching him how to live.

A paradoxical start A mixture of an unexpected question, a parable and an anecdote. Paradoxes, especially graceful ones, are always valuable.

The most important trick of the small talk sales technique is building "business bridges" between the "trifle" conversation and the product being offered. Remember, for a salesperson, small talk is not chatter, but a real sales technique, the purpose of which is to prepare favorable ground for the transaction by making a positive impression on the buyer.

Sales Techniques: Storytelling

The older brother of small talk is storytelling. Its effectiveness is confirmed both scientifically and practically. Why, in fact, storytelling? Everything is very simple: our brain is arranged in such a way that it is able to absorb and respond much better to information that is "charged" emotionally. Stories give us emotions, by virtue of the laws of their construction and the visual and expressive means used in them.

Storytelling is becoming increasingly popular as a sales technique. In the format of a story, it is easier to surprise and interest a person. This is not to say that storytelling is the easiest “genre”. However, it is better to master it, especially if the company sells a complex product in segments where negotiation skills are needed.

Storytelling has its own rules. And they need to be known and applied. Rather, remember. Weren't you told at school that any story consists of a title, an opening, a climax, a denouement, and a conclusion (moral)? So nothing new. It's just that now you have to tell stories that will push the person to the decision you need.

It should be remembered that all stories are built according to the same scenario. We went through it in high school: plot - climax - denouement - conclusion. But still, we advise you to turn to the Hollywood scheme. She is more detailed.
1. The hero is the one with whom the listener will associate himself
2. Stimulus - something that encourages the hero to change or act
3. Tension or conflict - obstacles or challenges faced by the hero
4. Choice is the most poignant moment
5. Conflict resolution

And remember the 3 most important points that prove that you need to use storytelling as a sales technique.
1. Stories allow you to create an atmosphere of trust between you and the buyer.
2. A person still makes decisions very irrationally, then justifying them with his left hemisphere. And here stories are the key to the irrational part of the human brain.
3. People remember facts better if they are given in the general outline of history than in the form of a dry list of theses.

Here are the basic principles for storytelling:

1. A sales story should have a very clear goal - to help close the deal. That is, to help focus on the needs and the product that meets them. If you simply manage to please or entertain the customer, then this will obviously not be enough.

2. Stories evoke emotion. Therefore, program the appearance of the desired emotion. The best effect on a person is “sort of like” stories from his life.

3. Don't say too scary things. You need a positive response. Happy people pay better than frightened or sad people.

4. Use figurative expression as a sales technique. Metaphors are the best. They have the ability to transform words and images created by them into bodily sensations.

5. And of course, storytelling should always be applied to the location. Remember that every story has a moral. You will engage in irrelevant "moralizing" - all buyers will scatter.

Use storytelling in 3 cases:

Objections. Customer resistance is best overcome with the help of stories about satisfied customers and their gratitude.

Presentation. The most appropriate moment is to screw a beautiful story into a dry narrative of numbers, advantages, characteristics and benefits. “Hang up” a live story to the most important of them, and you can be sure that after that your words will definitely not pass by the ears of the listeners.

"Return" of the buyer. Storytelling can help when the rational resistance on the part of the buyer is broken, but he begins, either out of fear or greed, to utter the eternal: “I need to think.” Ignore and tell your strongest story to overcome all doubt.

Sales Techniques: 4 Types of SPIN Questions

The SPIN algorithm is a fundamental selling technique. It is the virtuoso possession of it that leads to the closing of transactions. The essence of the technique is to use blocks of questions asked in a timely manner. The questions that are used in this case can be divided into several groups.

Technique 8: Situational Questions

We have touched on this topic a little in previous chapters. They are set to obtain information for the formation of the “foundation” of the transaction: what does he want, who pays, how much he pays, when he pays, from whom he buys a similar product.

Technique 9: problem questions

These immerse a person in his current situation and identify pain points. They look like information, but in essence they are manipulative, as they remind the client of problems: are there any difficulties, would you like more, what is missing, where is the discomfort, what “hurts”.

Technique 10: Probing Questions

They follow immediately after the problem is completely exposed by the seller. Next, you should ask the buyer about the consequences of not resolving it in the near future: how much money will you lose, will it “sick” more, what will happen if nothing is done.

Technique 11: Guiding Questions

Here we will give "painkillers". A solution to the problem is given. It is said that it is possible to relieve "pain" if you act decisively and right now. And then encouraging, and if the work is carried out correctly, almost rhetorical questions follow: what will happen if this issue is resolved, what results can be achieved, how much money will it bring.

Selling Techniques: 5 Stages of the SPIN Method

You can juggle these questions using the SPIN sales algorithm. We list the main stages of technology.

1. Recognition of the need. The buyer understands that “the case is bad” and seeks to get rid of the pain. Techniques of situational and problematic questions are used.

2. Evaluation of options. The manager needs to understand on the basis of what criteria the counterparty will make a decision and pay special attention to them. We continue to ask situational questions and rub salt in the wound with the help of extractors.

3. Resolution of doubts. There is a full program of work with objections. We use sales techniques with problematic and extracting questions. Preferably we do it by script. And when, as they say, “the client is ripe”, we give him a “pill” in the form of his benefits and guiding questions.

4. Making a decision. This is the stage when questions are not needed. Here the main thing for the seller is not to miss it and just shut up. At this time, the client "sells" to himself. And once he has done that, the final phase begins.

5. Implementation. This is the high point of the closer. Time for up-sale. During the implementation phase, deeper relationships are built.

Compliance with all principles, stages, types of questions should not mislead you that SPIN is the destiny of the most talented sellers. This is not an art, but just a sales technique that is honed. And the most effective tool is, oddly enough, "reading the script from a sheet." Implement the SPIN technique directly into your sales script.

Selling Technique: 4 SPIN Restrictions

The SPIN sales technique is quite difficult to master. And there are several limitations that are characteristic of it.

1. The manager may ask too many situational questions. And in this case, the client will feel uncomfortable from the fact that he is asked in such detail about his internal affairs. It is perfectly acceptable to occasionally repeat situational questions in the phase of overcoming objections. But in this case, this is already a special sales technique, which is designed to “return” the buyer to the essence of his problem.

2. The salesperson asks a lot of problematic questions in a way that can be answered "yes" or "no". Such a weak involvement of the interlocutor will not give the desired result.

3. The employee "experiences" the SPIN on the client. One thing is clear, in order to work out this sales technique, you need to work hard. But when you get too deep into the technology, you lose the human face. People are not stupid, they always feel they are being manipulated. Therefore, when using the SPIN sales technique, you need to think not about the technique itself. Solve a problem in your mind with questions: what criteria people are guided by when choosing and what causes their doubts. And the sales technique should simply be worked out to automatism.

4. A retailer in low-cost retail uses an arsenal of SPIN techniques. Remember, the poet advised to describe "without further ado"? So, the sale of electric kettles and even something more expensive from retail does not require the use of this technique. You won't hit the sparrows with a cannon. You just scare. The SPIN sales technique is for more or less large deals.

Sales Techniques: Offer

Offering a person a “goods face”, it is important to form its value in the eyes of the client. This is best achieved by communicating the "psychological characteristics" of the product. By them, we mean voicing benefits that correspond to the direct needs of a particular buyer.

This stage should include a competent presentation of a product or service that would emphasize their value, uniqueness, and reveal the main advantages.

The presentation of the product should proceed in accordance with the HPV sales technique (characteristic - benefit - offer). This means that all faceless characteristics must be translated into benefits.

It should be borne in mind that according to the sales technique, there are 4 types of benefits.

Functional. We explain the logical benefits of the purchase - faster, cheaper, better, more compact, etc.

Emotional. We draw a picture in which it is possible to achieve the necessary emotional state - surprise, happiness, calmness, harmony.

Psychological. We make a psychological link to a certain belief / idea of a person about life values: a wealthy person, smart, cunning, modest, reserved, a rebel, etc. The main thing is to understand and constantly study the psychological portrait of your target audience.

Social. We explain which “community” the buyer becomes a member of. Here we also appeal to vanity. After all, we are talking about raising the status. This sales technique works well in sales of cars, real estate, travel, musical instruments, expensive gadgets.

Let's give some examples. The following 3 techniques will come in handy here:

12. Sales Technique: Features-Benefits (for B2C)

It is important to explain to the customer, in a language they can understand, what benefits they will get by purchasing your product. To do this, do not load it with specific characteristics and terms. Try to describe the properties of the product in simple words. For example, avoid saying something like "This juicer is rated at 1300W." Say it simply: "The power of the juicer will allow you to get juice from both soft and hard vegetables and fruits." Other phrases that correctly describe the properties: “With our product, you will save 20,000 rubles. per month”, “You will forget about such and such a problem”, “You will spend 2 times less time”, etc.

13. Sales Technique: Features-benefits’-benefits” (for B2B or wholesale)

When presenting a product, it is important to separate the benefits of the first and second order. The benefit of the first order is what the end consumer receives, and the second - the dealer firm. They will be different, so you need to clearly separate them and present them correctly.

14. Sales technique: "Reviews and cases"

Each manager should have his own cases, which he can use to convince the client. If the seller tells the client that he had a similar situation with another buyer. And he will tell you how he helped solve his problem, then the potential client will immediately have the right chain of actions associated with your product. So you offer the client a ready-made and proven version, which, perhaps, should be made only small changes, taking into account already his situation.

If an employee does not yet have his own cases, he can use the stories of his colleagues.

Or formulate cases based on feedback. Call your customers, find out what problem and how quickly they solved thanks to you, and use these stories in working with new buyers.

Stage Sales Techniques: Price Negotiation

The most dangerous moment in the negotiations is the discussion of the price. The question of cost is always ticklish. There is no way around it, but you can quickly switch the client's attention to the next stage. There are several techniques for this:

15. Technique "Fork prices"

Do not name a specific amount, indicate a price range:

- It can cost from 25,000 to 40,000 rubles.

- Depending on your tasks, we will offer options ranging from 10,000 to 50,000 rubles.

16. Technique "Switch Attention"

After specifying the price, use the phrase:

By the way, an important question...

And specify any terms of delivery, packaging, gifts, service. Then the topic of price will be left behind.

17. Technique "Method of payment"

Ask a clarifying question to shift the client's attention to another topic:

- How is it convenient for you to pay for the goods?

- Do you know about our installment offer?

Technique "Price division"

If the specifics of the business allows you to work with clients on installment programs, then this can also be a good advantage. The final price can greatly frighten the buyer, for example, if you say that a vacuum cleaner costs 120,000 rubles. Try it the other way:

Divide 120,000 by 3 years. Now break it down over 12 months. It turns out about 3300 rubles.

It's not so scary anymore. Yes?

Sales Techniques: Dealing with Objections

There is a certain technique for dealing with objections.

The first stage is preparatory. All objections are documented. Argumentation is thought out, which is then tested and adjusted depending on the results. In a good company, there are collections of typical objections.

The second stage is the field stage. Each objection is worked out according to the scheme: listen carefully - show understanding - show interest - give an argument to a typical objection from a pre-prepared list / collection.

Experienced employees have repeatedly come across the words of the client: not now, expensive, nonsense, I'll think about it. All of them can be combined into two groups:

18. Postponing a decision

And here are a few key phrases that will help keep the client. To do this, find out the reasons for the doubt:

- Do you have a fundamental interest or is something embarrassing?

- Is there something that doesn't suit you now?

Do you need to think?

And immediately set the deadlines:

Let's return to our conversation on such and such a day, at such and such a time?

19. Too expensive

Here you can use the following sales techniques:

1. Explain the benefits:

- We work with a guarantee

When making an outgoing call, find out the fundamental interest, who pays, what budget, what terms.

Be sure to use the small talk technique during calls, meetings, negotiations. A non-binding conversation will relieve tension, add trust. Storytelling can also be relaxing. With the help of this technique, information is better absorbed, responded, gives emotions.

The SPIN-selling technique gives serious results. If you learn to ask situational, problematic, guiding, extracting questions, then this will help.

It is important to prepare a solid, competent presentation of a product or service that will help present the product with a person, reveal its main advantages and benefits.

You will get even more ideas and examples on this topic on ours.

We have covered 22 sales techniques that will help you get out of almost any difficult situation in the sales process. Moreover, they work perfectly, both in telephone conversations and in person. Use them to increase your revenue and shorten your deal length.

Have you opened your business and expect a crowd of people eager to get your goods or services to immediately rush to you? But in order to line up a queue of customers and establish a constant stream of them, at least someone has to do all this. And perhaps you even know that it must be a specially trained sales manager or even an entire sales department.

The usual sales department in 99.99% of companies is built on the principle that the sales manager himself calls customers, arranges a meeting, negotiates, and if he manages to conduct them intelligently enough, concludes an agreement. This whole process, from the first cold call to receiving money from the client, can take several weeks. And the more technologically complex the product or service that the manager sells, the longer the sale can last. And if this is a serious sale to a large corporation, then the period from the start of the first call to the signing of the contract and receipt of money can take from several weeks to several years.

I am more than sure that you, as the owner, are unlikely to be satisfied with such a situation. And if you consider that almost all sales managers want to receive a salary for the time spent in the office, then this scheme of work also becomes an invoice.

The managers worked in this way for a couple of months, could not sell the goods, received a salary, and quit.

If you do not have a sales department, but there is only one sales manager, then your business has very big problems.

Most importantly, no matter what business you are in, you must have a sales team. And here a not quite simple question arises: “But how to build it?” First you need to decide which sales department is most suitable for your company. And if you do not go into special subtleties, of which there are many in the construction of a department, then there are only three types of them:

First type- a classic sales department in which the sales manager himself makes "cold" calls, comes to the meeting himself, negotiates, concludes a contract, controls payment for it and is "friends" with the client until he dies or his wife or mistress , will not take him away for permanent residence somewhere in Bali;

Second type- a three-stage sales department, where everything is put on stream (aka a conveyor), and the sales manager does what he was actually taught, that is, the sales themselves. And other employees are engaged in cold calls, accounting, and maintaining a client with repeated sales of additional services;

Third type- mixed, for example, "cold calls" are outsourced, or they are handled by interns who later move into sales managers, or maybe not. Otherwise, the sales manager acts according to the first type.

Of course, each type of sales department has its pros and cons, and it is necessary to build a sales department primarily based on the objectives of the organization and its field of activity. Although, as practice shows, it is most expedient to cost a three-stage sales department.

Another important point or even a big secret that not a single consultant will tell you about, many simply don’t know it themselves, and who knows, and there are literally a few of them, they will be silent. What is this secret? And the fact is that when in order to build a really working sales department that brings a stable income to the company and its owner, it is necessary to understand that it may take several months to build it (personally from my practice), it will be necessary to review dozens of candidates, someone to choose from them, to weed someone out right away, to take someone on a test, you will build a sales department, you will most likely have to part with the current sales managers, and it’s not even that they will quietly or explicitly sabotage all your actions , but they will be, and don’t even build any illusions about this. But this is not the main thing, but the main thing is that after you build a working sales department in your company, you will have to reconsider and rebuild the entire relationship process, of course a work one, in your team. Carry out changes in the organizational structure of the company and the job responsibilities of almost every employee. That is, to shovel the entire technological process. And this also takes time and money.

So let's get back to the benefits of creating a three-step sales force and what they are:

Firstly, if you already have a sales department, and it somehow works, then after a deep analysis of its activities, it can be modernized so that it would bring profit an order of magnitude more than now. And there is absolutely no exaggeration in this!

Think of Adam Smith, who introduced the division of labor process in a small pin factory, where one craftsman performed all the procedures for creating a pin from start to finish, and in one working day he made 20 pins. And the 20 craftsmen who worked there made 400 pins a day. Then after A. Smith divided all the processes into the simplest actions, one of which began to be performed by one worker, and you yourself understand that skill is no longer needed here, then in total the same 20 workers began to make 18,000 pins a day! As they say - feel the difference!

Secondly It's hard to find a good sales manager. Who among you has ever looked for them, he understands what I'm talking about. Good sales managers want to sell by carloads and get a large percentage of it, as well as find a dozen other regular “fat customers” and in a couple of months they will no longer be engaged in any search for new customers, but sell the accumulated ones. Then there is a lot of free time and money. Not life, but a fairy tale. And there is such an employee who really knows how to sell - a lot of money! And most importantly, such a manager can make friends with the client in such a way that the client will not care what he does there and what he sells. If such a manager is poached by your competitor, then be sure that he will leave with your clients without a twinge of conscience. And what's more, he can grab the base of those clients with whom he did not work. You have probably seen ads that say that we are hiring a sales manager with our own base. What are these employers thinking? If he stole the base from the company he worked for, why doesn't he do the same with yours? I am surprised at you, as they say in Odessa.

In this case, when creating a three-stage sales department, at the first stage of work, that is, attracting potential customers through cold calls, we can hire unskilled labor. That is, those who have just graduated from some university, have good diction, can learn a page of text and not forget it the next day, and repeat it fifty or one hundred times during the day. When an interest in the services, goods or work of your company is detected, the fixed coordinates are transferred to the sales manager.

Third, there is no longer a need to hire a super-professional salesperson, since he also works according to a certain negotiation scenario (script), although more complex than at the first stage of selecting “warm” potential customers from “cold” clients. And here there is no need to select "stars" of sales, but you need to find quite adequate salespeople or employees with a great desire to learn how to sell. In this case, only a practice-proven method of bringing the client to the transaction is needed, that is, very detailed step-by-step instructions for the sales manager.

And as you yourself understand, this is a completely different investment in creating a sales department, and the “exhaust” from these efforts will be much greater than from inviting star sales people to your department. Think Adam Smith.

And one more interesting point worth dwelling on is that with the participation of "stars" in your sales department, the Vilfredo Pareto rule comes into force, under which the "star" will bring 80% of the profits of the sales department. At first glance, this is great, but if you think about it, the rest of the salespeople will look rather “sour” in front of them, and will think about how to find another place of work in which they will look at least not in the forefront, but not like a “lousy sheep” ". And it is also necessary to pay attention that when the “star” leaves you, and this is only a matter of time, you will remain if sales managers remain in your department, with those already overgrown with various kinds of phobias and inferiority complexes. And you will again have to create the entire department from scratch. Think about it, and this factor will greatly affect the sustainability of your business.

Fourth, the important thing is that you can always replace an employee who left for any reason in the sales department, which is impossible to do in its classic version (see type one). If your employee is dismissed from “cold calls”, and the term of work of such employees is a maximum of three months, unless of course you transfer him to sales, then everything is quite simple here, you take a new employee, give him scripts, that is, a conversation script, according to to whom the previous employee worked, train him, carry out certification and sit down at the phone. Like the song "The Show Must Go On" says.

A little longer, but according to the same cocoons, we select a salesperson for our sales department. It turns out a forge of personnel that you can move up the career ladder higher and higher, knowing that they have learned how to sell and promote your company.

It is much more difficult for salespeople to leave you, and for this reason:

They have forgotten how to make or have not learned how to make “cold calls”, and moreover, they consider this procedure below their dignity, and in any new company they will be forced or at least asked to do it (see the first type of sales department);
They deal only with potential clients, they do not deal with issues related to accounting, invoices, delivery and dispatch of contracts, for this there is an employee of the department for working with current clients, who closes deals;
They become highly specialized specialists in negotiating and bringing them to a deal, they do not deal with technical issues. Thus, they become uncompetitive, as in other organizations they will be required to use all the skills of sales, that is, to be universal salesmen. And if any skills are not used for a long time, they are lost very quickly.

Fifth, your account manager, who works with regular customers, is not a salesperson, and the customer base for him is not of particular value to steal it, he needs it for everyday work and nothing more. The salesperson, who may be interested in this database, does not have access. So it's more likely that no one will take your customers away and create a competing business. And this is a very important argument in favor of a three-stage sales department. Agree!

An account manager constantly encourages customers to buy constantly, since it is eight times easier to sell to someone who has already bought something from you than to a client who is just about to do it. The account manager also controls the delivery of goods or the provision of services, the passage of all documents for the company. This is a key figure that controls the entire sales process, from a "cold call" to the conclusion of an agreement, the provision of a service and the further sale of additional services or goods to a client.

Do not forget a few important points that the head of the sales department or sales director should work with top clients, and with the key ones, that is, those who make up 10% and carry 90% of the company's profit - the director of the company. And in no case do not forget that the function of a leader is to force people to work, no matter how much you want to get away from it, you won’t be able to “get out” unless you want to ruin your own company.

P.S. Is it possible to create a successful business without a carefully built sales team? In principle, it is possible, under certain circumstances and market characteristics for a particular company, but I have not seen such successful companies. What is the price we are willing to pay for generating new customers? Think about the answers to these questions - they will help you make the right decision.

And you still don’t know about the 8 stages of sales technique, then you should be ashamed.

It is so embarrassing that the study of this article for you should rise to the level of the prayer “Our Father”. But you may have a counter question, why should I know them, if we sold well without them and are still selling? Quite reasonable!

Indeed, why do you need to know them, because you know less - you sleep better. And it will be easier for competitors to sell their products.

What is the strength in, brother?

The power of knowledge, friends. The strength is in understanding what distinguishes first place from second place in a competition. Okay, stop! I went into philosophy.

Let's return to the topic "How to sell well and quickly." To reach a new frontier, you need to use 8 stages of sales. According to the classics, we know of them only five stages of sales (we know, does not mean we understand):

Establishing contact;
Identification of needs and goals;
Presentation;
Work with objections;
Closing the deal.

For many successful transactions, these 5 main stages are enough, but we, with our clients, always recommend adding three more.

And it's not about quantity, but about quality and increasing the efficiency of transactions. By the way, these steps are very simple, most likely you even use them unconsciously in your work:

Upselling;
Taking contacts/recommendations.

All these eight stages of customer management are certainly classics in trading. These are the main stages of the sales process.

I did not have the task of surprising you or discovering America. With my material, I will put everything on the shelves and present the most important.

But remember, learning to sell from books is the same as learning to play football. Any theory must be put into practice within 72 hours.

WE ARE ALREADY MORE THAN 29,000 people.
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Strict rules

I remember the slogan of one computer game in the 2000s: “The main rule is no rules.” But this is not our case.

Let us work with real people and they have seven Fridays a week, anyway, in order for everything to go smoothly for you, you need to adhere to certain sales rules:

Strict sequence. You move from top to bottom through the stages and nothing else.
Don't skip steps. Each step is a lead to the next, so one does not exist without the other.
Customization for the client. Each sale has its own characteristics and they must be taken into account.
Full execution. You do each stage not for show, but for the result.

All these rules are unwritten, but in my opinion very important. Now you may not attach any value to them, but all this is due to the lack of a full understanding of each stage.

On the bones and on the shelves

We constantly see examples of how the “smartest” ones, at their discretion, throw out blocks from the sequence and believe that this will be more correct.

Naturally, the most uncomfortable or labor-intensive stages are eliminated.

But you and I know that each stage carries exorbitant value and must be performed correctly. Therefore, we analyze the description of each step separately and never again make such misunderstandings.

1. Making contact

In less advanced countries of the third world, when you enter a store or make a phone call, and you are not greeted, immediately from the threshold: “What do you need, dear?”.

I hope Russia will not slip before this (although I am sure we also have this). But still, before you begin to identify the need, you need to establish contact with the client. Here are some phrases for you:

When calling:"Good afternoon. In scale company. My name is Nikita. I'm hearing you?"
When meeting in the trading floor:"Hello. My name is Nikita. If you have any questions, please contact.”
When meeting with a client:"Good morning. My name is Nikita. In scale company. Since we met, it means that, as I understand it, you have a potential interest in our proposal?”

This is a very simple and primitive step. But nevertheless, it is necessary and has its own nuances.

For example, when making an outgoing call, it is very important for us to say hello correctly, because otherwise the client will simply hang up with the words: “Next manager”.

Also, for example, in the case of sales on the trading floor, we need to show with our greeting that we will not “push” anything now, but simply greet the person.

Of course, the contact does not end there, one can even say that it is just beginning, because during the entire sale we must continue to get closer to the client every second.

But within the framework of this entire article, I will not be able to reveal all the nuances of each stage, because depending on the situation, they will differ. Therefore, also be sure to read our materials.

2. Identification of needs

“What do you need, dear?”, - let's return to this phrase and adapt it to the realities.

In fact, we want to get the answer to this question in the needs identification block, but since clients are not very talkative, or cannot explain what they need without clarifying questions, at this step we ask questions.

Since most crafters try to skip this block, I want to repeat MANY, MANY, MANY times that this is the most important.

If you correctly identify the need, then you will not have problems with further steps, everything will go like a knife through butter, like skates on ice, like a marker on a board, like ... I hope you understand me.

We ask questions in order to get enough information about the “wishlist” of the client. We ask not one, not two, not three questions, but four or more.

I also specifically focus on this, because one question cannot reveal everything. Therefore, for lovers of ready-made solutions, I recommend asking at least 4 questions from the series:

Important. In order for the client to pliantly answer you, program him with the following phrase: “Joseph Batkovich, in order for me to find the best conditions / suitable option for you, I will ask a few clarifying questions. Fine?"

For what purposes are you choosing?
What is the most important thing for you when choosing?
Do you have any color/shape/size preference?
Why are you interested in this particular model?

Depending on the case of sales, your questions may prevail both open and closed.

That's right, you didn't think so. Most people think you should always ask open-ended questions.

But this is not always true. For example, at the beginning of a personal conversation (at a meeting or on the trading floor), it is better to start with closed questions (the answer is “Yes” or “No”), since the client is not yet set up for an open and full conversation.

Important. To make this stage feel alive, you need to insert your comments about the client's answer after some questions or make mini-mini presentations about the product.

3. Presentation

You will be just the perfect manager if you use the knowledge gained in the previous step in this step.

You need to show the best solution for the client based on the information received.

Depending on the occasion, you present either one product or several of the most suitable ones. But there should not be too many of them so that the client does not get confused (see the video below).

To make a truly great presentation, you need to know the product well.

If you are the owner, then this will not be a problem for you. In the case of employees, problems can come from all directions, so it is recommended to constantly evaluate product knowledge.

And by the way, where the final action will be a presentation on Elevator Pitch technology.

It would seem that such a simple stage, but it requires voluminous preparatory actions.

As I said, you need to learn information about your product, you also need to take small courses in acting and public speaking, and consolidate all this by studying books on human psychology.

To help you get started, here are three very important presentation rules:

Speak the language of the client, use his words, phrases, sentences. So he will understand you better and perceive you as a “soul soul”.
Name not only properties, but also . People do not always understand what properties mean and what is actually its benefit.
Use the “You-approach” (You will receive / For you / To you). More mentions of the client, and not yourself (I / We / Us) will give more sense.

These rules are just three stones in the quarry. But you have seen that it is not so simple.

And yes, any presentation should be closed with a question or an appeal in order not to give the client the opportunity to retreat or seize the initiative.

Moreover, these actions can be both encouraging to close the transaction (“Let's go to the checkout”), or simply clarifying (“What do you say?”).

4. Dealing with objections

5. Up-sell / Cross-sell

Having worked out all the objections, we have two options for events: the client, after a series of doubts and choices, agrees (almost agrees) to the purchase or it is dear to him.

We do not consider the “Not suitable” option, since in this case you should have a lot, otherwise your business was not built correctly from the very beginning.

In the case when the client is “expensive”, and, moreover, this is a fact, and not a hidden objection, we offer him a more profitable option for his budget.

And when the client has made a decision to buy, we definitely need to offer him to consider a more expensive alternative, thereby making the company's profit.

It doesn’t take much to offer a cheaper alternative, and besides, it’s easier to sell.

But with (transfer to an expensive product), everything is much more complicated. And do not even think of saying that you can offer a more expensive product even at the presentation stage. This is also logical, but not always true.

If the client initially doubts, then we first need to convince him of the purchase as a whole, and only then transfer to a more expensive product.

Indeed, in some sales, especially in cold ones, it is much more important at the start to warm up the excitement for purchases, to make the client enter this state and decide that he will work with you.

And only then the “warm one”, when the level of trust has grown, you can show a more profitable solution for you.

6. Closing the deal

All doubts of the client are closed and, logically, we only need to say where to carry the money. But in reality, we see a different situation: managers are playing for time just not to get a refusal.

But in fact, the client is already ready and just waiting for you to finally pull yourself together and tell him what to do next.

This stage - the stage of completing the transaction - is the most inconspicuous, since it consists of several words and two variants of events.

We either use a closing question or a call to action.

Depending on the context and the level of trust in you as a person and professional, you will choose what is more suitable in a particular case:

Call:“Take it, you will definitely be satisfied.”
Call:“Give me things, I will help you bring them to the cashier.”
Question:“Are you going to pick up or arrange delivery?”
Question:“Do you have any other questions or can I send the contract for approval?”

In our practice, we found about 15 call options and the same number of closing questions in sales.

This is not the limit, but this list is enough in 99% of cases. And for you, this suggests that too much creativity is not needed here.

You just need to collect a list of suitable options for yourself and use as needed.

The only thing I want to emphasize at the stage of closing the sale is to avoid closing questions that make the client think.

Among the most common: “Do we design?” and “Will you take it?”. The problem with such questions is that you only make the situation worse, because the client begins to think - take or take (but sometimes there are exceptions).

7. Upsell

I believe that every company should have an additional for upselling.

So employees will have a rational sense to sell even more in pieces and names.

Moreover, as you already understood, it is advisable to do this when the client has already fully agreed to purchase the main product and definitely takes it.

It was at this moment that he should be offered to buy in addition what he would certainly need.

I've seen some businesses survive on upsells. They sell the main solution for nothing, and all the money comes from additional goods and services.

In such companies, this stage is mandatory and punishable by dismissal. But for all its importance, it happens unobtrusively, in one phrase and no more than 3 times per dialogue:

A lot of our customers take ____ to ____.
Pay attention also to ____, maybe this will be relevant for you too.
By the way, you could forget ___, I want to remind you of this.

In most cases, sellers don't resell because they forget what they can sell for (and of course, due to the lack of additional motivation).

Therefore, in this case, we always offer different solutions: from trainings to exams. For example, for one of our clients, we implemented a whole table of upsells, where you can see what can be sold for each product category.

It seems that everything, you can let the client go, but “our soldier” does not give up, he goes alone to the last and takes the client’s contacts so that in the future you can contact him and return him to him for repeat sales.

This is done at the final stage, when everything has already been agreed and even the money has been handed over.

For what? It's simple - if he did not buy now, this does not mean that he will not buy later, when we start working with him using SMS mailing, and a dozen other marketing tools.

And immediately for those who believe that he does not have repeat sales or the client will not return, I dare to disappoint you.

In any business there are repeat purchases, you just haven't realized it yet. And for those who already understand this, I recommend that you study or at least watch the video below to make sure that this is very important.

Well, if you don’t like the idea of collecting contacts, then in addition to this, you can ask who he can recommend, who may still need your services or goods.

Thus, you can collect a potential base 3 times faster, in addition, a call on the recommendation of a client is always valued higher than just like that.

Briefly about the main

Finally, we have reached the final sales and this article, I don’t know about you, but I’m wildly tired of writing it.

But now I feel such satisfaction, exactly the same should feel the sales manager, having gone through all 8 stages of the sales technique (+1 farewell).

Since most likely the client, after passing through this one, simply will not be able to say “No” and leave.

Surely you now have a lot of questions in your head in the style of “How not to forget all this?”, “How not to miss any of the stages?”, “How to ask the right question?”, “How to resell?”, or “How to work out objections and not miss the client?

I will tell you one thing - without practice, theory will not help you. Do not be afraid to make mistakes, try and draw your own conclusions. We learn the same way and do not consider ourselves perfect in this matter.