There are 5 stages. Sales in a Crisis of consultation in total: Greeting. Be polite, introduce yourself special database and the company.
- Gather information. Find out about the problems, ask questions and collect all kinds of data.
- For example, in the case of insurance – how often do people get sick, are there increased risks, is insurance taken out?
- Offer. You know the client’s problems and experience – offer him the best solution.
- For example, insurance can reduce expenses, reduce taxes, improve your image for new employees, and so on.
- Price. By presenting a solution to the client’s problems, create value for your product – say the price. The client will understand that the benefits are greater than the costs and will agree.
- Close the deal. Help the client make a payment and close the order.
SPIN Selling
SPIN technology is suitable for areas with expensive goods and services.
- Situational – questions about the company’s situation;
- Problematic – questions about possible problems that the client has not even thought about;
- Extractive – questions to imagine what will happen if the problem is not solved soon;
- Guiding questions are questions that help the client see the prospects and results of solving the problem.
For example: Sales of telephony for medium and large organizations.
The sales manager asks:
- What PBX is currently installed? Is there a large call flow?
- Are there situations when clients cannot get through because the lines are busy?
- Have you calculated the lost profit from how geomarketing boosts your digital marketing campaigns each client who didn’t call?
- If you were offered to reduce the number of dropped calls, would you do it?
Conceptual sales
Suitable for areas focused on working with businesses that focus on quality rather than quantity.
Idea!
The technology works on the principle of Win-to-Win or everyone wins. It is not the service or product that is sold, but the benefit and concept. Do not persuade the client, but analyze the needs.
- Study the client, understand how he “sees” the best option, how he imagines the “ideal” service or product;
- Show the product from the right angle;
- Find out if the client is interested in cooperation.
If at least one party does not benefit from the product, then the client is not suitable for you and even the best technology will not help.
For example: a call center manager found out that a certain real estate agency is experiencing problems with sales due to the current situation. The manager presents the call center services as the most important stage, that real estate sales during a crisis require a special approach to clients. He says that selling apartments during a crisis is possible, because people need stability.
SNAP sales
Suitable for companies in markets with high volatility and competition.
The idea of flexible sales consists of 4 principles:
- keep it simple — make simple offers, clear terms and agreements. Clients do not like complex and unclear transactions.
- be i N valuable — be special. Clients receive chine directory many offers — show your uniqueness.
- always A gile – be flexible, make the offer suitable for the client.
- raise P roperties — raise the priority. Make a product or service stand out from others, show the importance of the product now, not later.
For example: product – automated information system. Client – law firm.
S. Tell us what you offer and the benefits for the client. The system will allow you to work with documents 10 times faster and reduce paper costs by 20 times.
N. Why you, what is unique or special about the system: The system recognizes photos of documents, so you don’t have to type them in manually, and competitors cannot offer this.
A. Say that you will solve the problem: There is a specialized version of the program for law firms.
P. Motivate them to buy now: If you order within a week, the system installation is free.