Main stages of sales
Each seller seeks to increasesales. This process is a real art, knowledge of the basic rules of which must certainly lead to success. The main stages of sales, which are the same for large companies, and for small retail sales of goods, consist of six consecutive steps:
1. Establishing contact links.
2. Definition of needs.
3. Presentation of your product.
4. Work with existing objections.
5. Making a sale.
6. Exit from contact links.
Success in the sale of goods can only be achieved by the seller, who makes a thorough plan of his work and stubbornly goes to the goals set, showing self-discipline.
The stages of sales should follow one by one in turnothers. You can not determine the needs of the customer without establishing a contact, and it is also impossible to sell the product without answering the buyer's objections. The success of each subsequent step of sales directly depends on the success of the previous one.
The very first stage in the way of sales of productsis the establishment of contact links. This step is extremely important for the implementation of the entire sales process. This stage implies personal communication, that is, a meeting that needs to be carefully planned. This will allow you to properly organize your day and take care of the potential buyer's time.
An understanding of the meeting must be implementeda few days before it was held. In this case, a specific date and time interval must be assigned. Arrangement can be achieved through a business letter or by telephone conversation.
The technique of sales, the stages of which begin withestablishment of contact links, is based on the creation of a trusting atmosphere conducive to the "disclosure" of the client. Professional managers in advance collect information about a potential buyer in order to know how to "tune in".
Effective means, allowing to locatethe client, is to create a trusting atmosphere. This will allow you to proceed to determine its needs, making the second step in the sales phases. An important moment that predetermines the seller's success at this stage of product realization is his ability to listen to the interlocutor, having found out about him as much as possible.
The client must feel his ownimportance, articulate desires and needs, as well as objections. The seller must determine the most important directions for the buyer (comfort or security, image or profit). Knowledge of the motive for acquiring the goods will make it possible to conduct its presentation competently.
When the sales stages reach their thirdlevel, it is necessary to demonstrate the possibility of its products taking into account those client values that were determined during the second step. In this case, it is necessary to call interest to your product and wake up the desire to own it. After that, make the customer's motivation to act, letting him know that the presentation was held in order for the product to be acquired by him.
Probably appearance of objections.This means that the sales stages have reached their fourth level. It should be remembered that objections are not an excuse. Most likely, this is an interest that requires confidence for the purchase of products, and, consequently, additional information.
As soon as the client receives answers to their questions,it is necessary to proceed to the next stage - sales. This step is the achievement of the goal for which all work was done. To set the point, when the buyer agrees to buy the goods and part with a certain amount of money, each seller uses his techniques. It can be a reference to an authoritative partner firm, the growth of inflationary processes and so on. Push to make a transaction can be suggestive questions about the form of payment or ways of exporting the goods.
The sales stages end with the withdrawal from the contactties. This step can not be neglected. After the completion of the implementation process, you should leave a pleasant impression of yourself. This will help to not miss the possibility of further cooperation.
