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Posted: Thu Jan 23, 2025 5:47 am
Thanks to this technique, a manager can lead even a cold client to a purchase. Its peculiarity is called questions with hooks that need to be asked so that the person answers them affirmatively:
Attention-grabbing: “Do you want to spend less on food, but still buy the same things you do now?” or “Do you think life without a cold is good?”
To interest. This stage is necessary to reveal the consumer's needs, demonstrate the advantages and quality of the offered product, and also work with objections.
Sale. The result of the last skype database stage should be the client's contact information and an analysis of the conversation with him.
The last two stages coincide with the classic sales model, but the first one is quite unusual and allows you to arouse genuine interest in the buyer.
Customer-oriented sales
Applicable to the B2B segment, especially good for areas with a high level of competition. The essence of the approach is to present the client as the main one in the conversation, and the company as the one who does everything to solve his problems.
Customer-oriented sales
Consultative sales
They are used when selling complex products and services, such as life insurance. The manager's goal is to ask questions that will identify the client's problems and needs, and then become a mentor and assistant for him, who can offer the best solution.
Conceptual sales
This technique is used to increase B2B sales. The specialist shows the buyer what will happen if he still does not find a solution to his problems.
It turns out that in this case the manager does not care about how to offer a product or service, but presents a whole concept that will become a global relief for the consumer from problems. However, if the specialist understands that for one of the parties this deal will be unprofitable, it is not a sin to refuse it.
Sandler-sales
This method is also more relevant in the B2B segment and is used in situations where both parties have questions: will there be any difficulties in the work, how will it proceed, etc.
If there are doubts about any of the points, it is better to leave the client, because in this sales method the rule is more relevant than ever: “You can’t put pressure on a person if he doesn’t show interest in the product.”
Recommended articles on this topic:
Cross-marketing: 5 examples and 8 mistakes
How to get contacts from a client: the most effective methods
Selling price list: 5 marketing tricks + 10 tips for design
Attention-grabbing: “Do you want to spend less on food, but still buy the same things you do now?” or “Do you think life without a cold is good?”
To interest. This stage is necessary to reveal the consumer's needs, demonstrate the advantages and quality of the offered product, and also work with objections.
Sale. The result of the last skype database stage should be the client's contact information and an analysis of the conversation with him.
The last two stages coincide with the classic sales model, but the first one is quite unusual and allows you to arouse genuine interest in the buyer.
Customer-oriented sales
Applicable to the B2B segment, especially good for areas with a high level of competition. The essence of the approach is to present the client as the main one in the conversation, and the company as the one who does everything to solve his problems.
Customer-oriented sales
Consultative sales
They are used when selling complex products and services, such as life insurance. The manager's goal is to ask questions that will identify the client's problems and needs, and then become a mentor and assistant for him, who can offer the best solution.
Conceptual sales
This technique is used to increase B2B sales. The specialist shows the buyer what will happen if he still does not find a solution to his problems.
It turns out that in this case the manager does not care about how to offer a product or service, but presents a whole concept that will become a global relief for the consumer from problems. However, if the specialist understands that for one of the parties this deal will be unprofitable, it is not a sin to refuse it.
Sandler-sales
This method is also more relevant in the B2B segment and is used in situations where both parties have questions: will there be any difficulties in the work, how will it proceed, etc.
If there are doubts about any of the points, it is better to leave the client, because in this sales method the rule is more relevant than ever: “You can’t put pressure on a person if he doesn’t show interest in the product.”
Recommended articles on this topic:
Cross-marketing: 5 examples and 8 mistakes
How to get contacts from a client: the most effective methods
Selling price list: 5 marketing tricks + 10 tips for design