Tasks of establishing contact with the client
It is necessary to form an understanding in the client:
Who are you?
What company do you represent and what is the essence of the upcoming conversation.
Withholding the name of your overseas chinese in australia data business is a serious mistake. Withholding information and deception destroy any hope of a trusting relationship. Be sure to name your company. It is better to let the client refuse your offer right away. Finding a new potential buyer will bring more benefit than persistently trying to close a deal with someone who does not want it.
Arouse the client's interest
It is important to make the potential buyer pay attention to your services as a consultant. When this was not achieved at the greeting and introduction stages, you should think about the transition to getting to know the product. If at the first stages of establishing contact it was possible not to mention your offer, now it is absolutely necessary to do so. The fact is that the next stage is related to identifying needs.
There are many methods to arouse the interest of the client (promotion, unique product, personal conditions, etc.). It is important to thoroughly know the strengths of the product you want to sell and have a clear idea of what you are going to offer.
For example, let's consider a set of expensive knives that do not require sharpening as a product. To interest the client, you can ask the question "Do you know how much time it takes a person on average to sharpen knives?" If such a topic of conversation is interesting for a potential buyer, he will definitely support it. Otherwise, he will brush off the offer.
Rejections are present in any sales. In some cases, you have to deal with them much more often than with successful deals. You need to learn to draw the right conclusions and learn positive lessons, even if the result is not achieved. Carefully analyze the reaction of potential buyers to the phrases you use to arouse interest. If your wording does not work, find other ways to establish contact with the client.
Formulate a question
This stage is of great strategic importance for the successful completion of the transaction, but many sellers pay too little attention to it. It happens that a potential buyer has to listen to a long monologue without having any opportunity to ask anything. It is not surprising that such a seller will hear an objection in response, for which he will be completely unprepared.
At this stage, you should use the technique of alternative or open questions. Or you should think of such formulations to which the client will be guaranteed to give an affirmative answer.
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Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
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