How to be a good sales consultant
Thoroughly study the goods. A good consultant is able to perceive the product in the form of tables, graphs, diagrams, drawings and presentations. And these visual aids he creates himself and keeps in his head. In order to think in bulk, it is necessary to investigate the goods best in the company. You need to know everything - from the creation of the goods, to its operation. As a scout, you should be aware of the features, nuances and varieties of the product / service.
Create an aura of a specialist. Customers who come to the store react in a certain way to the appearance of the consultant. If the store sells sophisticated technical elements, and the consultant looks like a "nerd", there will be no credibility. Artificially create around yourself a specialist's aura. Think about the details of appearance, shoes, bag, accessories. Everything has to be arranged for the goods being sold. Throwing a glance at you, the buyer should immediately determine that you are an expert with whom you can consult. Such an effect can be achieved with the help of the listed parts and a badge with the corresponding inscriptions.
Learn to identify needs. Any technique of literate questions will help in this. Read the relevant literature and test in practice tips for identifying customer needs. You should see the needs of customers as in the palm of your hand. Do not expect that they themselves will tell about the problems. The specialist is different from the amateur, which is capable of clarifying the situation with several questions.
Lay a "bridge" between the needs of the buyer and the properties of the goods. You should talk about the product with the language of a particular person. In your head, there should be a scheme for moving from buyer's problems to solutions with the help of the product / service that you have. Think about this moment quickly, but in detail. While the "bridge" is not drawn, there can be no question of any sale.
Present the buyer with a solution to his problem. What became apparent at the 4th step, it is necessary to present to the client. There is no need to talk about all the properties of the goods. Of course, you know a lot about the product. But knowledge will not amaze the buyer and will not force him to lay out money for the goods. The client is only interested in solving a particular problem. Tell us about the product all that will help solve this problem. Leave the rest of the properties and characteristics of the goods with you, for other customers. Your task - to lay out the right amount of information, do not overfeed the client. Otherwise, he will get confused and leave to look for another consultant.