How to be a good seller consultant
Examine the product thoroughly. A good consultant is able to perceive the goods in the form of tables, graphs, charts, drawings and presentations. Moreover, these visual aids he creates himself and keeps in his head. To think volumetrically, it is necessary to explore the product best in the company You need to know everything - from the creation of the product to its operation. As a scout, you should be aware of the features, nuances and types of goods / services.
Create a specialist aura. Customers who come to the store, react in a certain way to the appearance of the consultant. If the store sells complex technical elements, and the consultant looks like a “nerd”, there will be no confidence in him. Artificially create an aura of a specialist around you. Think over the details of the look, shoes, bag, accessories. Everything should be tailored to the goods sold. Throwing your eyes on you, the buyer should immediately determine that you are a specialist with whom you can consult. Such an effect can be achieved with the help of the listed parts and a badge with the appropriate inscriptions.
Learn to identify needs. This will help any technique competent questions. Read the relevant literature and test in practice tips to identify customer needs. You should see the needs of customers in full view. Do not expect that they themselves will talk about the problems. The specialist differs from the layman in that he is able to clarify the situation with several questions.
Build a "bridge" between the needs of the buyer and the properties of the goods. You must tell about the product in the language of a particular person. In your head there should appear a scheme of transition from the problems of the buyer to the solution with the help of the goods / services that you have. Think about this moment quickly, but in detail. While the “bridge” has not drawn, there can be no talk of any sale.
Present the buyer a solution to his problem. What became apparent at the 4th step, you need to present to the client. There is no need to talk about all the properties of the product. Of course, you know a lot about the product. But knowledge will not hit the buyer and will not force him to pay money for the goods. The client is only interested in solving a specific problem. Tell me about the product all that will help solve this problem. Leave the rest of the properties and characteristics of the product with you, for other customers. Your task is to lay out the necessary piece of information, not to overfeed the client. Otherwise, he gets confused and leaves to look for another consultant.