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Personal selling is an ancient art. Today, excellent sales staff than ever have better intuition and are well trained, the vast majority of sales training have recognized some of the basic steps included effective sales, mainly in the following six:
1, to find and define the intention of customers
The first step is to find and determine the sales target customers. Company to discover through the mail, Internet, telephone, flyers, etc. and define target customers, customer focused follow-up handed over to the field sales team, and the "moderate" goal is to telemarketing staff.
2. Prepare for communication
Business people before the communication with customers, clients want to investigate the situation, follow the principle of 5W1H's "Who's to buy, when to buy, why buy, where to buy, how to buy", if the face of the organization customers, but also to figure out. "who uses and who purchases, who can influence, who Decision "and other factors. These data make it clear that the election is essential for optimal contact way, is a personal visit, telephone communication or e-mail communication, in reality, salespeople want direct interviews of increasing difficulty.
3, display and presentation products
Business people how to introduce products to customers, the general steps to follow are: the use of features, advantages, benefits, and value. Business people often mistake is to spend too much time (product-oriented) on presentation product characteristics, while emphasizing the time (customer-oriented) on interests and values are not enough.
4, eliminate dissent
After listening to the briefing client business people, if challenged, this is a positive signal, if the business were able to eliminate these objections professional, then the possibility of a single will be greatly improved.
