During your presentation, keep the following points in mind
Posted: Wed Jan 29, 2025 10:30 am
historical information about the company;
figures and facts (psychological ones too) about the product and its sales history;
information about yourself that will give the buyer confidence in your experience and professionalism;
warranty obligations;
positive reviews from other buyers;
the commercial proposal itself.
All this should not take too much algeria email list time, be concisely formulated and presented in an unobtrusive manner. At the very end, check whether the client is really ready to buy. There are several special questions that will help to find out:
What can you say about this proposal?
Does this offer meet your needs?
Are the proposed conditions suitable for you?
Did you like this offer?
The answers will help you to get your bearings in the client's mood and desire. These are completely unobtrusive questions, to which a person can also answer negatively. If there are objections, they should be properly worked out. If not, the person is ready to close the deal.
Read also!
"Effective presentation: tools, structure, technology of implementation"
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#4 Working with client objections
The effectiveness of the 5.0 sales method largely depends on the preparedness and experience of the sales specialist, because only competent and convincing answers to objections will lead to the conclusion of a deal.
It is necessary to prepare for this stage of work in advance. It is best to write down on paper all previously encountered (or theoretically possible) variants of objections, as well as suitable methods of parrying, depending on the specific case. Sometimes companies, relying on the experience of competent managers, create forms with ready-made answers to the contradictions that have arisen for use in work.
There are a number of rules that it would be good to take into account when formulating your own responses to objections. Here they are:
Prepare at least one response to each objection.
The answer should, if possible, act in advance of the client’s objection.
It is imperative to clarify the essence of the contradiction.
Even if you disagree with the client, never tell him about it. Listen, understand why he doubts, and only then present your point of view.
Experience shows that the most common objection usually relates to cost, something like “I saw it cheaper elsewhere,” “Your price is higher than anywhere else,” etc. Therefore, as mentioned above, the main task in almost any method of selling a service or product is to increase the value of the offered product.
At first, it seems that there may be thousands of objections. It is impossible to take them all into account. However, in fact, the essence of objections can easily be reduced to several dozen. Therefore, provide the main answers and boldly go to meet the buyer. According to statistics, sellers have difficulty in parrying only 5% of possible objections, in the remaining 95% of cases they easily cope with the situation.
figures and facts (psychological ones too) about the product and its sales history;
information about yourself that will give the buyer confidence in your experience and professionalism;
warranty obligations;
positive reviews from other buyers;
the commercial proposal itself.
All this should not take too much algeria email list time, be concisely formulated and presented in an unobtrusive manner. At the very end, check whether the client is really ready to buy. There are several special questions that will help to find out:
What can you say about this proposal?
Does this offer meet your needs?
Are the proposed conditions suitable for you?
Did you like this offer?
The answers will help you to get your bearings in the client's mood and desire. These are completely unobtrusive questions, to which a person can also answer negatively. If there are objections, they should be properly worked out. If not, the person is ready to close the deal.
Read also!
"Effective presentation: tools, structure, technology of implementation"
Read more
#4 Working with client objections
The effectiveness of the 5.0 sales method largely depends on the preparedness and experience of the sales specialist, because only competent and convincing answers to objections will lead to the conclusion of a deal.
It is necessary to prepare for this stage of work in advance. It is best to write down on paper all previously encountered (or theoretically possible) variants of objections, as well as suitable methods of parrying, depending on the specific case. Sometimes companies, relying on the experience of competent managers, create forms with ready-made answers to the contradictions that have arisen for use in work.
There are a number of rules that it would be good to take into account when formulating your own responses to objections. Here they are:
Prepare at least one response to each objection.
The answer should, if possible, act in advance of the client’s objection.
It is imperative to clarify the essence of the contradiction.
Even if you disagree with the client, never tell him about it. Listen, understand why he doubts, and only then present your point of view.
Experience shows that the most common objection usually relates to cost, something like “I saw it cheaper elsewhere,” “Your price is higher than anywhere else,” etc. Therefore, as mentioned above, the main task in almost any method of selling a service or product is to increase the value of the offered product.
At first, it seems that there may be thousands of objections. It is impossible to take them all into account. However, in fact, the essence of objections can easily be reduced to several dozen. Therefore, provide the main answers and boldly go to meet the buyer. According to statistics, sellers have difficulty in parrying only 5% of possible objections, in the remaining 95% of cases they easily cope with the situation.