Customer-oriented sales
Posted: Thu Jan 30, 2025 7:41 am
This technique has found wide application in the B2B sphere and especially in those segments where there is increased competition. It is based on the principle that the main thing in the dialogue is the potential buyer. The manager must solve the client's problem.
Using this method, you can effectively sell complex solutions, such as life insurance policies. To identify the client's requests, the manager must formulate certain questions at the beginning of communication. After that, he acts as a mentor and consultant in choosing the best solution.
Conceptual sales techniques for managers
This method will significantly increase the number of orders in B2B sales. It is based on identifying the difficulties that the client faces and presenting effective options for eliminating them. Ultimately, the potential customer will receive not just one solution, but an entire personalized system that will effectively solve the main tasks. If for certain reasons the deal becomes unprofitable for one of the parties, it should be cancelled.
Sandler approach
Another sales technique for morocco email list managers involved in B2B sales. At the initial stage, all the details of the upcoming cooperation are discussed. The manager describes future interactions, talks about potential difficulties and possible force majeure. This approach allows for more optimal spending of funds and allocation of time.
When using this method, if the client has doubts, the manager should switch to working with other customers. The principle here is: "You shouldn't waste time on a client who is not interested in the product being sold."
No less effective sales techniques and methods for managers
This section presents 5 simple sales techniques that can be considered as additions to the previously discussed techniques. These are quite useful tools that are convenient for sales managers to work with, but their effectiveness is often lower than that of the main techniques.
Demonstration of the result
The essence of the method is to show the potential buyer the possible result after using the offered product. If such a demonstration is impossible, the manager can give examples from existing experience and reviews of other consumers. The purpose of the technique is to form in the client a feeling of owning the product and receiving certain benefits from it.
Cost splitting
A high price often scares off a client from concluding a deal. But if you divide, for example, the cost of equipment of 400 thousand by five years of its use, you get only 6666.7 rubles per month. This method is often used by credit and financial institutions or stores offering their products on credit.
Price justification
It happens that a potential buyer really liked the product, but at the stage of familiarization with the cost, he suddenly changes his mind, calling it too high. In this case, the manager must have skills in "working with the price". Justification of the cost is carried out at the presentation stage by means of a detailed demonstration of the advantages and benefits of the offer.
Using this method, you can effectively sell complex solutions, such as life insurance policies. To identify the client's requests, the manager must formulate certain questions at the beginning of communication. After that, he acts as a mentor and consultant in choosing the best solution.
Conceptual sales techniques for managers
This method will significantly increase the number of orders in B2B sales. It is based on identifying the difficulties that the client faces and presenting effective options for eliminating them. Ultimately, the potential customer will receive not just one solution, but an entire personalized system that will effectively solve the main tasks. If for certain reasons the deal becomes unprofitable for one of the parties, it should be cancelled.
Sandler approach
Another sales technique for morocco email list managers involved in B2B sales. At the initial stage, all the details of the upcoming cooperation are discussed. The manager describes future interactions, talks about potential difficulties and possible force majeure. This approach allows for more optimal spending of funds and allocation of time.
When using this method, if the client has doubts, the manager should switch to working with other customers. The principle here is: "You shouldn't waste time on a client who is not interested in the product being sold."
No less effective sales techniques and methods for managers
This section presents 5 simple sales techniques that can be considered as additions to the previously discussed techniques. These are quite useful tools that are convenient for sales managers to work with, but their effectiveness is often lower than that of the main techniques.
Demonstration of the result
The essence of the method is to show the potential buyer the possible result after using the offered product. If such a demonstration is impossible, the manager can give examples from existing experience and reviews of other consumers. The purpose of the technique is to form in the client a feeling of owning the product and receiving certain benefits from it.
Cost splitting
A high price often scares off a client from concluding a deal. But if you divide, for example, the cost of equipment of 400 thousand by five years of its use, you get only 6666.7 rubles per month. This method is often used by credit and financial institutions or stores offering their products on credit.
Price justification
It happens that a potential buyer really liked the product, but at the stage of familiarization with the cost, he suddenly changes his mind, calling it too high. In this case, the manager must have skills in "working with the price". Justification of the cost is carried out at the presentation stage by means of a detailed demonstration of the advantages and benefits of the offer.