Tip 1: How to convince the buyer
Greeting is an important part of customer service. Any buyer coming into the store in a good or bad mood, looking for companionship. A friendly smile seller will never be superfluous. Obsessive helpfulness it don't mean that. For some time, the client should settle in the store, to feel that he had come to the right place. Usually, it takes about five minutes. After this time a verbal greeting and discreet conversation on abstract theme will be perceived more adequately, and not with the idea that the seller "has come to impose something." During the welcome to establish contact with the buyer, removed a barrier to further communication.
The identification of needs.
Once positive contact has been established – it is time to clarify its needs. Potential buyer care about two things – himself and his benefit. It is important to understand during communication with the client what benefits he wants from the product. Further, as a rule, consists of a specific product, it is best to satisfy customer's needs. You only need to ask him to clarify what he needs, specifically to ask. Questions are asked on the principle of "funnel": the first investigated the General circumstances and attitude to product in General, and then the concretization and refinement of the details that will help to identify the interest buyer. At this stage the main task of a consultant is to listen to what the client wants.
Based on identified needs buyer. the seller proceeds to the presentation of the goods. Presentation, in turn, is nothing more than – stimulate the interest and willingness of the customer to buy the product by creating effective image. It reveals the technical capabilities of the product, specific feature, advantage over other models, including statistical data. All this is based on the needs of the client, his requirements. In other words, the presentation most often is successful if it corresponds to the following formula: product properties binder phrase benefit for buyer .