How to be a good seller
The first thing that matters to a good seller is self-tuning. First of all, 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, we need to create a positive attitude - cheerfulness, goodwill to each customer, a sincere desire to help. In order to inspire customer confidence, the seller’s pleasant, tidy look is also important. Also do not forget about the first impression, which is often decisive.
Do you know what's the difference between a good seller? He refers to selling easily as a game, not just as his work. Therefore, let the sale of goods be for you a game in which both you and your buyer benefit.
Sales usually take place according to the following scheme: the beginning of a conversation (introduction) - identifying the needs of the buyer - discussion - the concentration of customer attention on the product - the result. At each of these stages of sale has its own nuances, let's consider the most basic.
Introductory words. It is important a good start to the conversation. But this should not be an aggressive introduction like “do you need something?”, Which most buyers only pushes away. A good seller is different in that he is a good psychologist and knows how to find an individual approach to each customer.
Tune in to the buyer, become like him. Speak in the language of the buyer (for example, emotionally or in a businesslike manner), adjust your speed and volume of speech, the manner of speaking in the manner of conversation of the buyer. (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 could be the entry? First, start with a greeting. Then you can offer your product, offer to demonstrate the product, or some other beginning (impromptu). The main thing is to remove the barrier of alienation and customer caution, to create conditions for rapprochement in further dialogue.
Identify 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 first of all be very sociable. This is true for small sales, where the seller says more by actively offering the product. But in large sales, even an introvert can become a good seller, if only he knows how to talk to the buyer and unobtrusively lead him to the idea of buying.
Discussion needs. Once you have identified the need of the buyer, no need to impose your product! The desire to buy goods must come from the buyer himself, you can only help him with this. To do this, you need to help the buyer realize the need for the product and express the need to buy it. In other words, you need to create a motivation of the buyer, but at the same time the buyer should think that the purchase of goods is his own decision.
Therefore, perceive yourself as a consultant, or, as successful sellers like to say, “become a friend to your customer.”
Buyer's attention on the product. Having identified the need (or creating motivation) from the buyer, offer what suits him best. It is also good if you give the buyer a choice. At this stage, the sale is very useful ability to convince. Describe the benefits of your product, tell us how it can be useful to the buyer or just unobtrusively lead the buyer to the needs of the purchase.
Result. A good result is, of course, the sale of goods. But an even better result is a satisfied buyer. Firstly, a satisfied buyer is the best advertisement for your store (company, firm). Secondly, it can become your regular customer.
Being a good seller is a real talent, akin to art, but you can learn it!