What are non-selling strategies
To sellStrategies for activating customers
The following tips can help you be more successful in selling:
Imagine that you are a consultant and an expert in your field, not a salesperson. Doesn't selling become more attractive from this point of view?
Appearance to the customer
Do not fall into the customer's house with the door, but introduce yourself! Customers want to know who they're dealing with before they get involved with you.
to build up a relationship
Build a trusting relationship with the customer! Start where there are similarities between you and the customer. A short small talk relaxes the atmosphere.
Find out what your customer needs! Sometimes it's obvious. You ask where the need is not obvious.
Offer perceived added value
Offer a solution! Products and services are always solutions to problems. If not, you will hardly arouse customer interest. It is not about the actual, but the perceived added value such as more security, better control or an increase in self-esteem.
Sensory stimuli play an important role. Secondary product features such as design, color, feel and smell can be decisive for a purchase. Your personal outfit and appearance are also part of it. Communication is mainly non-verbal. Therefore, pay attention to your articulation and body language. But beware of clumsy, rehearsed gestures and posed facial expressions!
Courage for the gap
Check if the customer suits you and don't run after anyone! Your customer knows what he needs better than you do. If you can't offer him that, then leave him alone - and recommend a competitor to him. He'll thank you. Those who give also get back.
No discount battles
The price is right when the perceived benefit is greater than the price. This can also be controlled via the conversation. Don't get involved in discount battles! Even slogans such as “the price shouldn't be the reason” tend to devalue your product rather than having a sales-promoting effect.
Find out when the customer is ready for a deal! When in doubt, ask. Doubt and resistance are a gift for every seller. Take the customer seriously and be empathetic. Only when all doubts have been removed will your customer buy. If you leave him out in the rain with that, you've lost him.
Make a binding end to every acquisition discussion! Make a suggestion as to how things should proceed: “By when do you want to make a decision?” At this point, at the latest, it will be clear whether the customer has serious intentions to buy.
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