The top 5 most effective sales techniques
A sales technique is a shortcut for getting a customer to make a purchase. After all, effective sales techniques influence the buyer’s subconscious and leave them no option but to buy the product!
A sales technique is a shortcut for getting a customer to make a purchase. After all, effective sales techniques influence the buyer’s subconscious and leave them no option but to buy the product!
We have selected the most effective selling techniques for you. Some of them can be used by the seller autonomously, whilst others require systematic work: the company needs to build communication with the client according to a special scheme. Let's start with the methods sellers can use. To learn more techniques, see the course "NLP in Sales. Powerful Psychological Techniques."
In layman's terms, the SPIN technique is about asking the potential customer the right questions. They help clarify the customer's needs, find out what kind of product they need, and encourage them to buy the right product.
For SPIN-sales there are four groups of questions. SPIN is the acronym for the first letter of each group.
The AIS technique rests on the salesperson's ability to ask the right questions, but also the seller's skills and personality play an important role. There are three things that a salesperson must do in AIS:
Learning by topic
The advantage of this technique is that you can prepare for its application in advance. If SPIN sales require individual work with the client, then FAB allows you to assimilate your knowledge of the product and use it in different situations.
Using FAB, a salesperson has to learn how to turn a product's characteristics into benefits for the customer. Therefore, it's no surprise that FAB stands for:
Sellers can practice using FAB at home by simply writing out a product's features on paper and turning them into benefits. It will be enough to learn them and then cleverly insert them into a conversation with the customer. For example:
It isn't enough for a single seller to work on this technique. Now, to build long-term and lasting relationships with the client, the approach to interaction should be comprehensive.
AIDA is an acronym that stands for:
AIDA is often used on the internet because it does not require individual work with each customer, but it can significantly increase the number of interested potential buyers.
For this type of sales, the work of a company's analytical department is vital. In this case, the client does not buy a single solution to a problem, but a complex one: the purchase should solve the client's current pain and save them from similar future issues.
In this case, the task of the seller is to explain waxing lyrically to the potential customer about the complex solution and convince them that it is much easier to prevent problems than to solve them in the future as they arise. This sales technique only works if the company has a comprehensive solution that fits a particular customer's situation.
The choice of sales technique depends on the resources available to the company or the seller. It is advantageous for the salesperson to hone one particular approach to learn how to improvise it and improve their results. A company can also either provide training to salespeople or change the sales strategy to take the business to the next level.
Learning by topic
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