We will illustrate three effective active sales techniques with detailed descriptions and visual examples.
Throwing the client off track
The main part of the conversation between the seller and the client follows a certain script (scenario). This can be compared to a track in which a car moves: it is very difficult for the car to get out of it. A similar situation happens in any negotiations.
For example, a client instagram database objects to a manager, saying that the offer is too expensive for him. The seller moves along a conventional track, dissuading the potential buyer: in response, he gives memorized arguments and criticizes competitors. In such moments, this specialist is practically no different from the latter. Competitors most likely act using the same methods. The client also does not give up and, according to a template scheme, asks for time to think (consult, calculate options, etc.).
If the seller is truly a professional, he will try not to fall into the buyer's rut. On the contrary, he will start using effective means that the client does not expect from him.
Let's consider this method using the example of interaction between a buyer and a supplier of goods for the construction and repair of power transmission lines and substations. The client wanted to buy products at lower prices, so he did not agree to the offer. The negotiations reached a dead end. Then the supplier decided, with the buyer's permission, to send him a modified commercial offer. Only one remark was added - a hand-drawn flower. The price remained unchanged. This had an effect on the buyer, he agreed to the deal. Here is an original approach of the supplier company manager. The seller's non-standard action forced the buyer to change his point of view. But in each case it is necessary to look for a new approach to the client.
Let's demonstrate another example. This time, a manager of a consulting firm is talking to a potential client - the director of a helicopter sales company. Here is an example of the dialogue:
Client (K.): In what time frame can you provide the service?
Manager (M.): At such and such...
K: And what other ones?
M: At such and such...
K: And also?
M: Then...
K: More?
M: For myself!
A little embarrassed at first, the client appreciated the manager’s sense of humor, and the rest of the conversation took a more productive direction.
What conclusion can be drawn here? Even if the client is a serious company and we are talking about a very large deal, positive emotions can always lead to a result. All tried methods of throwing a potential buyer off track should be recorded for the future.
Highlighting the theses
The method is distinguished by its exceptional simplicity, but at the same time, it is highly effective. Its correct application will allow the client to remember the essence of the commercial proposal in detail and without distortion.
During a conversation with a potential buyer, the manager writes down the key points of the deal on sheets of paper (for example, the specifics of product delivery, the order of interaction between the buyer and the supplier, etc.). This should be done with a thin marker, not a ballpoint pen. The sheets with the points are then handed to the client for review. It is important not to fasten them together so that it is easier for the person to study what is written. It is useful to be creative here. For example, display different stages with simple geometric figures, while voicing the details out loud.