The manager studies the client's requests and preferences to offer him the best options. For example, if the car buyer values comfort during trips, the seller can offer two different configurations, taking into account the individual preferences and financial capabilities of the future car owner.
Presentation of suitable options .
The manager offers several options that meet the customer's needs. For example: "Please pay attention to the car modification with an extended warranty and service. We can also offer a configuration option with lower operating costs at a lower cost."
The benefits are revealed
The manager explains in detail the benefits of each o singapore business email list ption, focusing on their compliance with the buyer's needs. This helps the client make an informed choice.
Confirmation of the decision .
After presenting the options, the manager invites the buyer to make a choice, providing sufficient time and information to make an informed decision.
Closing the deal .
The manager actively participates in the process of concluding a transaction, focusing on the option chosen by the client, and guarantees the satisfaction of his requests.
In order for the “Fork” technique to bring results, a number of points should be taken into account:
It is important to carefully study the client's requests and interests. This will allow you to select several options for offers that meet his expectations and requirements.
Clear and compelling arguments are needed. The specifics of each option should be explained in detail so that the client can make an informed decision.
Offers should be flexible and tailored to the buyer. Consider the uniqueness of each person. The range of options should correspond to the specific needs of the client and the circumstances of the transaction.
Avoid putting pressure on the buyer. It is important that the client feels free and independent when making a choice.
Read also!
"9 Types of Customer Loyalty Programs"
Read more
The Sandwich Sales Technique
The methodology includes presenting product information and managing communication with the customer.
The Sandwich technique is based on a strategy in which negative information or possible objections to a product are embedded between its advantages. This creates a smooth transition from negative to positive in order to maintain the buyer's interest and increase the likelihood of making a purchase.
The Sandwich Sales Technique
Source: shutterstock.com
As is known, a person remembers the first and final phrases best. The "Sandwich" technique reduces the number of objections and speeds up the decision-making process for buyers.
This technique includes the following steps:
Step 1: State the positive aspect (the "bread on top of the sandwich") .
At the beginning of a conversation with a potential buyer, the manager emphasizes the positive characteristics of the product, attracting interest in it. For example: "Pay attention to the quality and reliability of our product, which ensures its durability."
Step 2: Present key information, as well as negative information or possible objections (“cheese in a sandwich”) .
The manager includes negative information or cites possible objections to the product. For example: "I would like to note that some buyers have pointed out the high starting price, which exceeds the average market price."
Step 3. Duplication of positive information (“bottom bread of the sandwich”) .
After presenting negative information, the manager emphasizes the product's advantages to reinforce its importance to the buyer. For example: "At the same time, our product has unique features and an extended warranty, which increases customer satisfaction."
What is needed to successfully apply the Sandwich technique?
A competent balance of positive and negative is important. This increases the persuasiveness and sincerity of the offer. The manager must be open and honest about negative aspects so that the buyer feels trust.
Support of goodwill from the client.
Focus on solving the customer's problem. Along with negative information, the seller should focus on possible solutions or working through the customer's objections.
This technique allows the seller to effectively manage the client's perception, increasing the likelihood of a deal. The technique is especially effective at the presentation stage of a product that has its advantages and disadvantages.
Let's consider the application of the "Sandwich" sales technique in the field of cosmetology.
"Top of the sandwich": "I'm glad you visited us. I understand that you need an effective solution for problematic and dry skin."
"Sandwich Cheese": "We have a moisturizing treatment that provides deep cleansing of the facial skin. It includes the application of a moisturizing mask and a special facial massage. Your skin will be well moisturized. At the same time, your complexion will improve."
"The bottom of the sandwich": "The procedure will make your facial skin smooth, soft and attractive. You are guaranteed to be satisfied with its condition."
Additional benefits:
Tell us about the products or technologies used: “The moisturizing mask includes hyaluronic acid. This is an acid that provides deep skin hydration and moisture retention.
Discover the benefits of the treatment: “The massage relaxes facial muscles, improves blood circulation and reduces stress, helping to improve the condition of the skin.”
Introduce additional services or care products: “To help maintain the results of this treatment, it is recommended to use moisturizers and sunscreen. We have a range of effective products that are suitable for your skin type.”
Closing the deal: "I can schedule you for the procedure tomorrow. I guarantee you'll be impressed with the results."