"How much does it cost?": 3 effective sales techniques
Selling products or services is a real art. There are many different methods that can be used to sell a product with minimal costs. But in some cases, a certain technique works perfectly, while in others it does not produce results. The reason is simple: different products, audiences, and company goals.To succeed in sales, you need to be able to select a method for a specific situation, and sometimes combine several. We tell you about the 3 most effective approaches .
SPIN - 4 questions before making a purchase
One of the most popular techniques for social media marketing service selling complex products. It is based on questions that help the seller understand the client's needs and offer him the most suitable product or service. The abbreviation SPIN stands for:
Situation - questions about the client's current situation. For example, what equipment do you use?
Problem - identifying the problems the client is experiencing. Is your technology difficult to use?
Implication - analysis of the consequences of the problem for the client. Can the desired result be achieved quickly with this equipment?
Need-Payoff — offering a solution to a problem and showing the benefit to the client. And if you had another technique (product description), would it help you?
With the help of these four questions, the seller consistently leads the client to a deal, and the buyer seems to convince himself that he needs the offered product.
FAB — just do it
The method is best suited for cold sales. Its essence: presentation of a product or service through its features, advantages and benefits for the client. The abbreviation FAB means:
Features — product features. For example, the product is an e-book, its main advantage is a long operating time on a single charge;
Advantages — advantages of the product for the client. The device can be used on long trips or on vacation;
Benefits — demonstration of the benefit for the buyer. You can buy an e-book once and not spend money on paper copies anymore.
During the conversation, it is necessary to clearly and briefly voice each position. It is also important to involve the client in the discussion and ask questions, for example, "What do you think?" or "Isn't that interesting?"
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