Can you sell a pen to anyone? The answer is yes, if your sales pitch focuses on customer benefits rather than the characteristics of the product for sale. Because if you want people to buy, it's vital that the product meets the current needs of the person you're selling it to.
The art of sale goes beyond highlighting several sales techniques and sales tools. It's also about human contact, listening and the ability to identify your customer's needs and get them to buy. Whether you work in the retail trade and wholesaleThis can help you increase your sales volume.
Selling and getting people to buy: the difference is in the strategy!
Have you ever seen the film "The Wolf of Wall Street" starring the famous actor Leonardo Di Caprio? Are you familiar with the line "Sell me that pen", which has become a cult sequence in the film? This sequence demonstrated that selling goes beyond the presentation and listing of products and services. profits generated.
Do you think that talking about the pen's colour, size or specific indelible ink will sell it? How to increase How can you increase your sales in this case? You'll find out later how important it is to understand your buyer's needs and expectations, and how important it is to actively listen and support your customers. new customers and the usefulness of the right arguments for a successful sale, improve figures business or increase customer numbers.
Discovering, getting to know and understanding your customers - the right attitudes to boost sales!
The discovery phase is your first contact with your prospects and potential customers. For acquire new customersAt this stage, you need to discover them, get to know them, understand them and find out what motivates them. It's also during this phase that you can observe their buying behaviour and consumer habits, so that you can successfully carry out your marketing approach. prospecting.
So, before you start prospecting and putting forward your product sales on your e-commerce website or brick-and-mortar shop, you need to be able to determine what your customers' real needs, interests and expectations are. Then you can offer them products and services that meet those needs. When supply coincides with demand, that's the greatest opportunity to hope for a sales growth and business.
Listening, reacting and gaining trust: essential actions to encourage purchases
Listening actively to your customers plays a major role in the success of your business. sales process. In sales argumentation, there is a tendency to put forward arguments with the specific aim of increasing sales. sales volume and increase sales business. This means a lot of commercial in error. In the hope of speeding up the purchasing processThey are more focused on the sale than on the customer's needs and expectations.
For increase salesthe company retailer must be able to listen carefully to the needs and aspirations of its customers. By understanding their needs objectively, you can provide a relevant response, a personalised service or a made-to-measure product, or even offer them a range of services. complementary products. This involves adopting a posture of genuine empathy, taking effective notes, reacting and bouncing back on the responses or requests made by the person you are talking to.
If customers feel they are being listened to, they will feel understood and will trust you. Active listening is a sales force that encourages the development of a more intimate commercial relationship. It can onlyimprove your sales.
Being credible, persuasive and reassuring is crucial to boosting your sales!
Whether you are in the b2b or b2c, being a good salesperson is not just about making increase sales for develop sales. It also means being credible and persuasive in the eyes of potential customers and prospects.
That you make distance sellingmanage a ecommerce or points of sale credibility comes from knowing exactly what you're doing. sellof your products and services. Hesitation or inability to respond to a prospect's request can make the retailers less credible and less persuasive and enter a constant fall in sales.
What's more, even if you know each product you're selling, no matter what your selling priceIf you don't know who your targets are competitors, or the market, you run the risk of failing in your sales pitch. By knowing your targets, you yourself are convinced that what you are selling is exactly what they need. Finally, being credible also means having the trust of your customers. This is a very important factor in any transactions commercial.
Knowing how to deal with objections means developing sales no matter what!
During the sales pitch, you will also have to deal with objections. Not all consumers may need your products. Some, even if they do need them, may also have reasons for arguing their choice, their point of view. The art of selling would therefore also be the ability to deal with objections objectively. It's the way to put forward your arguments in the face of these objections and still succeed in selling and in making a profit. increase turnover business.
Mastering sales techniques and sales argumentation to increase sales
Rising sales cannot be achieved without a mastery of sales techniques and commercial arguments. That's what makes a good salesperson. There are several depending on your objective: increase your sales and increase your salesacquire new customers.
The SPANCO method is a genuine roadmap for converting prospects, enabling them to increase its sales sales through KPIs. The SONCAS technique is used to understand motivation and the psychological levers that encourage buying. There's also the positive influence technique, for putting together a good sales pitch.
In addition, with advances in information technology, there are now tools, such as CRM, that enable sales staff to facilitate the process of acquiring and retaining customers.
These days, it's no longer enough to highlight the advantageous features of a product in its sales argument to sell or for increase your sales. This technique would have worked much earlier in a consumer society where buyers like to acquire new products. However, consumers have evolved. They need to be reassured about what the product or service in question can do for them and what results they can expect if they decide to opt for it. mehndi designs for kids It is therefore essential to put forward sales strategies that focus on the customer's benefits and motivations, and to aim for the best possible results. customer satisfaction to hope for a conversion ratefor increase sales volume and the turnover.
All of this applies equally to the retail sales that wholesalers selling million unitsspecialist shops or distributors, the ready-to-wear multi-brand hairdressing salonthe restaurateurscompanies, the trade and repairor a reseller of motor vehicles.