How to be a good seller
The first thing that is important for a good seller is self-adjustment. First and foremost, it is important to tune in to confidence. You must be confident in yourself, in your company and in your product. To be sure, you need to be a professional, know your product - its features, characteristics, useful properties, advantages, etc.
The second thing that is important for a successful seller is to be able to inspire confidence in the buyer. Therefore, you need to create a positive attitude - cheerfulness, friendliness to each buyer, a sincere desire to help. In order to arouse the confidence of buyers, a nice, neat look of the seller is also important. Also do not forget about the first impression, which often turns out to be decisive.
Do you know what is the difference of a good seller? It refers to the sale easily, as to the game, and not just as to its work. Therefore, let the sale of goods become a game for you, in which both win, both you and your buyer.
Sales usually occur according to this pattern: the beginning of the conversation (introduction) - the identification of the needs of the buyer - the discussion - the concentration of the buyer's attention on the product - the result. Each of these stages of sales has its own nuances, let's consider the most basic.
Opening words. It is important to have a good start to the conversation. But this should not be an aggressive entry like "do you need something?", Which most of the buyers are only repulsive. A good seller is different, that he is a good psychologist and knows how to find an individual approach to each buyer.
Tune in to the buyer, become like him. Speak in the language of the buyer (for example, emotionally or in a businesslike way), adjust your speed and volume of speech, the manner of talking in the manner of the buyer's conversation. (In psychology, this technique is called "mirroring"). But, of course, do not forget about the sense of proportion, so as not to overdo it!
What can be the introduction? First, start with a greeting. Next, you can offer your product, offer to demonstrate the goods, or some other beginning (by an impromptu). The main thing is to remove the barrier of alienation and vigilance of the buyer, to create conditions for rapprochement in the future dialogue.
Identification of needs. A good seller should be able to listen and hear the buyer. This means you need to be able to ask questions in order to identify the buyer's need for a particular product.
It is believed that a good seller should be first and foremost very communicative. This is true for small sales, where the seller says more, actively offering goods. But in large sales, even an introvert can become a good seller, if only he can talk a buyer and unobtrusively bring him to the idea of buying.
Needs discussion. After you have identified the need of the buyer, you do not need to impose your goods! The desire to buy goods must come from the buyer, you can only help him in this. To do this, you need to help the buyer understand the need for the product and express the need to buy it. In other words, you need to create a motivation for the buyer, but at the same time the buyer should think that buying a product is his own decision.
Therefore, consider yourself as a consultant, or, as the successful sellers like to say, "Become a friend to your client".
Concentration of the buyer's attention on the product. Having identified the need (or creating motivation) from the buyer, suggest what is most suitable for him. It's also good if you give the buyer a choice. At this stage of the sale, the ability to persuade is very useful. Describe the benefits of your product, tell us what it can be useful to the buyer or just gently bring the buyer to the need for a purchase.
Result. A good result is, of course, the sale of goods. But an even better result is a satisfied buyer. First, a satisfied buyer is the best advertisement of your store (company, firm). Secondly, it can become your regular customer.
Being a good salesman is a real talent, akin to art, but you can learn it!