How to improve the effectiveness of personal sales
Posted: Sun Dec 22, 2024 9:01 am
A person does not buy the product itself, but the benefit from it. Therefore, to increase the effectiveness of personal sales, a manager must not only use a suitable behavioral model, but also be able to listen to learn the client's needs. The following tools can be used for this:
Active listening . The seller listens attentively to the client, selects the appropriate behavioral model and clarifies what the client has said. You can use phrases like: "How do you feel about this model?" or "Do I understand correctly that...". You should also use non-verbal communication - nodding, gestures, mirroring your posture.
Communicate with the buyer in a comfortable indonesia email database language . Choose words so that the client understands what you are talking about, while avoiding colloquial expressions. Provide information in an accessible way, otherwise the deal may fall through due to misunderstanding.
Choice . Buyers like to choose between several offers from a seller. You can limit the choice, but the person should still feel that they have it and that their needs are taken into account.
Confidence in your words. The buyer immediately feels if the manager speaks uncertainly, gives unconvincing arguments. At the same time, it is important not only what you say, but also how you do it. Use elements of non-verbal communication, gestures to reinforce the confidence in your voice.
Exclusion of filler words. Avoid interjections, particles with negative meaning, phrases that cause mistrust (excessive exaggeration of the product's qualities).
Other tools are also used to stimulate sales depending on the age, gender and status of the buyer. Use all available opportunities to increase profits.
How to achieve multiple growth in traffic and sales from your website?
Alexey Boyarkin
Dmitry Svistunov
Head of SEO and Development
Read more posts on my personal blog:
I have always been concerned about the issue of moving to a fundamentally new level. So that the indicators would grow not by 2 or 3 times, but by several orders of magnitude. From a thousand visits to ten thousand or from ten thousand to a hundred thousand, if we are talking about a website, for example.
And I know that such leaps are always the result of painstaking work in five areas:
Technical condition of the site.
SEO.
Collection of site semantics.
Creating useful content.
Working on conversion.
And at the same time, every manager needs an increase in sales and the number of applications from the site at the moment.
To get this growth, download our step-by-step template for increasing sales from the site:
Download template
Already downloaded
153116
11 Ways to Increase Online Sales Efficiency
Let's look at 11 proven methods that will help you increase your online sales and achieve the desired results.
Offer related products to your customers
Please note that when you open a description of, for example, a laptop on a store website, there is often a block called “You can buy this item with this” where offers for additional items (headphones, mice, rugs, etc.) are posted. In this case, the buyer gets the opportunity to complete the order, and you increase your sales efficiency indicators.
Offer related products to your customers
Source: shutterstock.com
This option can be implemented in different ways:
add an “Accessories” tab to the product description section;
add a section “You can buy this product with” to the product card;
offer related products after the customer places the main product in the basket;
Place a section with recommendations in the shopping cart or on the page with the payment form.
Offer customers similar products at a higher price
For example, Wildberries places blocks with similar offers under the description of the main product. This is done so that potential customers stay on the site and do not go to competitors. In addition, in this block, all the products are generally more expensive than those you choose.
This technique is called "upselling", i.e. offering the client a model with a higher price. This technique can be used in two directions:
place a section with more expensive offers in the product description;
offer a more expensive product when the manager calls the buyer to confirm the order.
For example, if a client has chosen a smartphone for 15,000 rubles, you can offer him another model from this manufacturer for 18,000-20,000 rubles. If he agrees, you will receive a large profit.
Sometimes sellers are cunning and say that a given model is not available, offering more expensive options. But in this case, there is a risk of losing the client, since he may have a limited budget or need a specific mode
Active listening . The seller listens attentively to the client, selects the appropriate behavioral model and clarifies what the client has said. You can use phrases like: "How do you feel about this model?" or "Do I understand correctly that...". You should also use non-verbal communication - nodding, gestures, mirroring your posture.
Communicate with the buyer in a comfortable indonesia email database language . Choose words so that the client understands what you are talking about, while avoiding colloquial expressions. Provide information in an accessible way, otherwise the deal may fall through due to misunderstanding.
Choice . Buyers like to choose between several offers from a seller. You can limit the choice, but the person should still feel that they have it and that their needs are taken into account.
Confidence in your words. The buyer immediately feels if the manager speaks uncertainly, gives unconvincing arguments. At the same time, it is important not only what you say, but also how you do it. Use elements of non-verbal communication, gestures to reinforce the confidence in your voice.
Exclusion of filler words. Avoid interjections, particles with negative meaning, phrases that cause mistrust (excessive exaggeration of the product's qualities).
Other tools are also used to stimulate sales depending on the age, gender and status of the buyer. Use all available opportunities to increase profits.
How to achieve multiple growth in traffic and sales from your website?
Alexey Boyarkin
Dmitry Svistunov
Head of SEO and Development
Read more posts on my personal blog:
I have always been concerned about the issue of moving to a fundamentally new level. So that the indicators would grow not by 2 or 3 times, but by several orders of magnitude. From a thousand visits to ten thousand or from ten thousand to a hundred thousand, if we are talking about a website, for example.
And I know that such leaps are always the result of painstaking work in five areas:
Technical condition of the site.
SEO.
Collection of site semantics.
Creating useful content.
Working on conversion.
And at the same time, every manager needs an increase in sales and the number of applications from the site at the moment.
To get this growth, download our step-by-step template for increasing sales from the site:
Download template
Already downloaded
153116
11 Ways to Increase Online Sales Efficiency
Let's look at 11 proven methods that will help you increase your online sales and achieve the desired results.
Offer related products to your customers
Please note that when you open a description of, for example, a laptop on a store website, there is often a block called “You can buy this item with this” where offers for additional items (headphones, mice, rugs, etc.) are posted. In this case, the buyer gets the opportunity to complete the order, and you increase your sales efficiency indicators.
Offer related products to your customers
Source: shutterstock.com
This option can be implemented in different ways:
add an “Accessories” tab to the product description section;
add a section “You can buy this product with” to the product card;
offer related products after the customer places the main product in the basket;
Place a section with recommendations in the shopping cart or on the page with the payment form.
Offer customers similar products at a higher price
For example, Wildberries places blocks with similar offers under the description of the main product. This is done so that potential customers stay on the site and do not go to competitors. In addition, in this block, all the products are generally more expensive than those you choose.
This technique is called "upselling", i.e. offering the client a model with a higher price. This technique can be used in two directions:
place a section with more expensive offers in the product description;
offer a more expensive product when the manager calls the buyer to confirm the order.
For example, if a client has chosen a smartphone for 15,000 rubles, you can offer him another model from this manufacturer for 18,000-20,000 rubles. If he agrees, you will receive a large profit.
Sometimes sellers are cunning and say that a given model is not available, offering more expensive options. But in this case, there is a risk of losing the client, since he may have a limited budget or need a specific mode