How to persuade the buyer
Enter the trust
The seller and the client enter into oral communication during the sale process. So that a person willingly goes to communication, arrange it to yourself: politely greet, the buyer should feel welcome; listen to it, try to understand his requests. To reduce the time spent on the purchase, you should know the assortment well and be able to talk about the functions and merits of the goods. Get used to serving several customers at the same time. No one should feel left out. Show ingenuity, so that the buyer purchased the goods from you, find the options that will suit him.
Your mood is important. Give yourself the installation: solve the problemthe buyer. After all, the buyer does not acquire a thing because of it, but the solution to its problem! Take into account the client's state at the time of his request for the product, this will help you develop a model of behavior. In addition, priorities are importantthe buyer. ignoring them, you risk insulting him. So, if he asks about the price, then answer this question.
Pass your confidence
The voice and character of speech in communication with the client is important. Do not mumble and cut off phrases. Speak confidently, in a calm tone, arranging a speech competently. Intercept the manner of the interlocutor, adjust to his pace of speech. Do not be stiff, smile sometimes. You should inspire optimism and convey to the buyer your confidence in the quality of the products. Ask questions that emphasize a wide range of proposals, then narrow the circle of questions to clearly identify the range of interests of the client and determine what information is required of you.
Naturally, the client will doubt when buying, because he must spend on it their money. Be thankful to the client if hesitant, objects and asks questions. So you have a reason to discuss with him all the pros and cons and convince him to make a purchase. Worse, when the buyer is silent and does not give you this occasion.
Collection of information
If you sell goods not in the store, but visitthe buyer at home or at work, you have the ability to collect information about him and your competitors. Each buyer is individual. It's more difficult to work with women than with men, as they analyze, compare, make a choice longer. To retirees need a different approach than to students or housewives. Study the interests, standards, norms of behavior of the group to which the buyer belongs.
In the course of communication the buyer can mention your competitors, ask him questions: there is no other way to get this information. Find out what the client did not like there, so as not to repeat other people's mistakes; maybe, on the contrary, your firm has weak points. Remember this, but rather write it down.
Being at home or at workthe buyer. try to see him just as a person: what is valuable to him, what objects or photos are on his desk, what he wears, what he reads, what he likes. Think about it, because you also like it when you are attentive.
The end is the cause of the crown
If at the end of the conversation you still feel the customer's uncertainty, do not leave an open ending: "Think about it", "I'll leave you a catalog", "I will call later" ... You give chances to competitors. Close the white spots: return to obscure places, ask additional questions, once again, focus the client's attention on the merits of your proposal. And never give up! Even if this time did not work out, after a while again, ask: the circumstances change, and in a week your buyer may find himself in a different mood, his wishes, his financial situation will change, and everything will turn out.