7 Rules for Using Soft Selling Techniques

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Research the client in advance.
It will be impossible to make an attractive offer for the consumer if you do not know what problems he is going to solve with your product or service. Therefore, it is necessary to conduct an analysis and collect data on the buyer's area of ​​work in advance. Using the information obtained, you will be able to select the product that most fully meets the client's needs.

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Let's say you supply specialized equipment for the production of abrasive tools. When working with a potential client, study the nuances of their end product. What is it used for? Region of application? What raw materials are purchased? What problems does production face at all stages? This information will help you select a product for the client that will not only satisfy their current needs, but also, perhaps, increase their profits in the future. You will gain a reputation as a professional and ensure a long-term relationship.

Be friendly.
It has already been said above that the difference between soft sales is a more friendly communication with the client. In order to build a trusting relationship with a future buyer, it is important to speak sincerely and not from a memorized text. Being a professional does not mean speaking in abstruse terms. The ability to clearly explain complex things will be important here.

Pay attention to such a concept as "rapport" - the formation of trust and understanding between the interlocutors. A business conversation should not be a dry summary of figures and facts, although it is necessary to know them. Negotiations are communication, so it is acceptable for recommendations to be similar to friendly advice.

7 Rules for Using Soft Selling Techniques

Imagine that you are a buyer yourself. Which dialogue would be more useful to you: one where you are only presented with terms and statistics, or one where your questions are answered intelligently and your opinion and needs are taken into account? Something tells me you will choose the second option.