Five rules for a successful seller
Rule number 1. Respect.
Do not think that the client is a fool who will buy any nonsense that you offer. The client must be respected, because it is he who brings you the money for your product or service, but, of course, do not bend under rudeness. Respect in this case is a benevolent attitude and a desire to help a person make the right choice so that after buying a product or service from you he feels as comfortable as possible and is one hundred percent satisfied with the purchase.
Rule number 2. Identification of needs.
If you have a point of sale, for example, selling gifts, or any online store where you can advise customers, then before you offer something, you first need to identify what the person’s need is. The funny thing is that even those people who at first glance only idly examine your product, killing time, you can identify the very need that they really have, having received another potential customer.
To identify a customer’s need, you can not intrusively start a conversation with him about something abstract, but logically related to your assortment. If you see a person in your gift store looking at a product but not eagerly refraining from a consultation, you can just ask him what he prefers to receive gifts for the holidays, without putting fetters on him to buy anything.
This will work, because then the person will already act as an “expert”, begin to talk about his needs and during the conversation you can easily offer him exactly what you need by linking his needs to your product.
Rule number 3. Identification of the type of buyer.
First type. This type of client is the most enjoyable, because these are people who already know what they want and have time to study the topic far and wide. It is pleasant to work with them, because the maximum that is required is an easy consultation and a good price, which can be supported by a discount.
The second type. This type of client is aware of its need, but does not realize how specifically to meet this need. In other words, the client understands that he wants to order the promotion of his online store, but he does not know from whom, for how much and what specific promotion to order. In this case, you must demonstrate and explain to the client three things at once – the benefit that he will receive provided that you buy a product or service from you, your competitive advantages, as well as all possible guarantees from you.
The third type. This type is the most difficult from the point of view of the seller. Here a person not only does not know what he wants, but even more so does not realize how exactly he needs to realize this. This customer, as a rule, is idle and if you are faced with it, then do not push him with an offer and praising your product. To get started, just talk, identify the need, carefully listen to his answers to your questions, analyze whether your product or service can satisfy the customer’s need and do not forget about respect.
Rule number 4. Concrete benefit.
During the sale or presentation of your product (service), it is necessary to focus not on what a wonderful product or quality service is, but on what specific benefit a purchase will bring to a consumer. It is necessary to describe all the new opportunities that will appear after the acquisition, the expected results, the specific benefits that will allow the client to understand that his purchase costs are justified.
Rule number 5. Customer base.
For this rule to work for you, you need to be extremely honest with customers. A lot of scientific research in this direction has shown that people become loyal to a particular brand in the case when the seller or just a representative of a company provides high-quality friendly service, sincerely helping customers with the choice, as well as being honest with them.
People will start to believe you when you work with their needs, not their wallets.
Strive to find a compromise between the quality that really satisfies a person’s need and the price at which your profit lies.