N (Be Invaluable). It is important to demonstrate the competitive advantages of the offer. For example, emphasize the 15% price reduction and additional services (website promotion, etc.).
A (Always Align). The service should precisely match the needs of the consumer. For example, it is worth offering the help of a personal manager for support and training in site settings.
P (Raise Priorities). You should help the consumer form a purchasing decision by creating a sense of exclusivity or limited supply. For example, you can offer a promotion for a free social network account when ordering a website before the end of the month.
SNAP
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SNAP technology is effective in a competitive environment such as IT business.
Challenge Sales
The methodology is especially effective in the B2B sphere. It is based on the search for "winners" in organizations that actively strive for professional growth and are able to defend their positions.
The company attaches importance to improving singapore business email list the sales department, where specialists are trained in public speaking skills, building self-confidence, managing emotions and adapting to various situations.
Challenge selling involves three stages:
Training . Demonstration of the seller's expertise and identification of potential benefits for the client, for example, in the form of savings of up to 50 thousand rubles per month due to the use of an electronic document management program.
Adaptation . Establishing trusting relationships and identifying the client's real problems, analyzing the current software, errors and desired improvements.
Control . Managing the sales process with an emphasis on successful implementation cases, which highlights the effectiveness of the offer and strengthens the client's trust.
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Alexander Kuleshov
Alexander Kuleshov
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Sales techniques for managers Small talk
The Small talk technique involves holding a low-content conversation on any topic that does not oblige its participants to anything. An example would be a conversation about the weather. At first glance, this technique does not look serious, but it has a deep meaning.
Small talk should be considered as a ritual behavioral phenomenon that plays an important role in people's lives. American psychologist Eric Berne considers the concept of ritual as a special social interaction that allows:
relieve stress by temporarily distracting from emerging problems;
prevent the occurrence of “dangerous” situations that lead to discomfort when in contact with a stranger;
exchange compliments that are pleasant in any case.
Sales techniques for managers Small talk
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Small talk works in exactly the same way, but has its own characteristics.
Increase trust in the seller, the company and the product being presented.
Provide conditions for psychological comfort, when the client feels that they want to help him. Perhaps the seller just wants to talk, and not "force" a deal.
Below are some conversation topics that you can use to encourage your prospect to engage in conversations using this technique.
Analyzing the numbers : The numbers clearly demonstrate the problems and benefits, which is especially important in sales. For example, you can give a real-life story that confirms the importance of the information provided.
Interesting facts . You should choose an interesting event or phenomenon that can be linked to the logic of the upcoming deal. Facts related to natural phenomena or features of the animal world are especially effective.
An unusual question . It is important that it is unexpected, but not shocking. The purpose of the question is to provide a metaphor to explain the benefits of the product being presented.
Interesting Quotes : Find the right “wisdom” that highlights the benefits of the product.
Funny Stories : Collect witty anecdotes related to your proposal and use them in conversation.
Links to articles and publications . Mentioning a product in a well-known publication can highlight its value.
Parables : Along with jokes, you can use moral stories to discuss the product in an original way without irritating the client.
Paradoxical introduction . The beginning of a conversation can be a combination of an unexpected question, a parable or anecdote. Elegant paradoxes always attract attention and emphasize the uniqueness of the proposal.
The Small Talk technique in sales is to build a business bridge between informal communication and product presentation. For the seller, this is not just a conversation, but a strategy aimed at creating a comfortable atmosphere and a positive impression on the buyer, contributing to a successful deal.
Case: VT-metall