By type of parties to the transaction:
Posted: Sun Dec 22, 2024 7:25 am
sales techniques for B2B (business to business) managers. The sale takes place between two or more legal entities.
"B2C" (business to consumer). The methods are focused on selling goods or services to end consumers, i.e. individuals.
Depending on the level of buyer awareness:
Cold : the most difficult sales technique (usually used by sales managers who call potential buyers on the phone). The client is not considering the purchase, is not aware of the product and may not even realize that there is a problem that it can solve.
Warm : A "hot" client is one who already has a specific problem and realizes that a specific product can solve it. The more a person knows about the advantages of the seller's offer, the higher their interest and confidence in the need to buy. In this case, the client has made his decision and is ready to make a deal. He does not need additional persuasion. It is enough to simply complete the deal and receive the product.
Depending on sales volume:
Wholesale : sales in large quantities to intermediaries canada mobile number or retail chains. Suppliers sell their goods at a low price to wholesale buyers, who then resell the products to end consumers with their own markup. In most cases, such sales techniques are necessary for B2B sales managers.
Retail : The product reaches the consumer and is sold in individual units or small lots. With more intermediaries in the sales chain, its cost to the consumer increases.
Classification of sales techniques for managers
Source: shutterstock.com
By the level of interest of sellers in the transaction:
Transactional sales : the seller plays a minimal role in the process. The client has already decided to buy and is going for a specific product or service. The seller only needs to close the deal by completing the transaction (make the sale).
Expertise : To sell, you need to demonstrate expertise and confidently advise the client to resolve their doubts and answer all questions about the product.
Personal : the seller aims to make the customer choose the product based on trust or sympathy. To achieve this, it is important to establish close relationships, find common interests and evoke positive emotions.
Marketers have developed sales techniques for all of the above options. Some of them are outdated and no longer work, while others remain relevant and continue to successfully help in sales.
5 Effective Sales Techniques for Managers
What are the sales techniques for managers? There are many techniques, among which are both popular and widely used in any business sector, and specific ones that are suitable only for certain areas. Below we will consider the most effective of them.
AIDA
One of the most famous sales techniques in the world is based on four stages that help structure the sales process:
A (Attention) - attention. The manager must attract the buyer's attention with one short expression or phrase.
I (Interest) - interest. It is necessary to generate interest in the product by demonstrating its advantages and characteristics.
D (Desire) — desire. The client is gently led to the desire to buy. At the same time, the buyer must be sure that this is his personal desire, which is not imposed by the seller from the outside.
A (Action) — action. The manager motivates the client to buy by using a “call to action”.
AIDA
Source: shutterstock.com
AIDA technology can be used in various areas related to active sales, and can also be used to create advertising posts and scripts for working with cold buyers.
PZP
The title of the method uses the abbreviation: "Attract attention. Interest. Sell."
Attract attention : introduce the potential buyer to the product in such a way that he wants to get more detailed information. For this purpose, open-ended questions are used. For example: "Your child is just starting school in the first grade, and it is important for you that he is supervised until you return from work?" Or: "After-school programs at school require children to be supervised in the classroom, but you want your child to have a more quality time?"
Interest : you need to inform about the characteristics of the product, noting its usefulness for the buyer. "We offer extended classes, where your child will feel comfortable, rest, have lunch, walk in the fresh air in comfortable clothes and do homework. We work until 20:00. You will be able to pick him up even if you are delayed in traffic jams."
Sell : lead the buyer to the deal and close it. Thank the buyer for the purchase, tell about the guarantees and advantages of this purchase. "Our educators will be able to answer your questions by phone or in messenger during business hours."
This technique is used in direct cold sales in various sales areas.
Read also!
"Cross-marketing: 5 examples and 8 mistakes"
Read more
SPIN
The goal of this technique is to encourage the client to make an independent purchase decision. For this purpose, questions from four different categories are used:
S (Situation) — situational questions are aimed at finding out the current circumstances of the buyer. "Are you satisfied with the service at our bank?"
P (Problem) - problem questions help to identify the obvious and hidden problems of the consumer in the context of the manager's proposal.
I (Implication) - eliciting questions allow you to demonstrate to the client what the existing problem may lead to if it is not resolved.
N (Need-payoff) - leading questions demonstrate that the seller has a solution to the client's problem that is very beneficial for the latter.
As a result of using the SPINT method, the client realizes the existence of a problem and strives to solve it. The manager's task is to present a profitable option.
SPIN
Source: shutterstock.com
This sales technique can be quite difficult for a manager. In addition, it has a number of characteristic limitations.
The seller may use too many situational questions . As a result, the client feels uncomfortable due to detailed questioning about his personal affairs. Sometimes repeating situational questions at the stage of overcoming objections is acceptable, but this is already a special sales technique aimed at returning the client to the essence of his problem.
The manager overuses closed-type problem questions . This approach does not contribute to achieving the desired result due to the insufficient involvement of the interlocutor in the dialogue, who answers "yes" or "no".
The seller "practices" the SPIN sales technique on the buyer . It is important not to forget about the human aspect. The approach needs to be honed to automatism, but at the same time, human contact should not be lost. People feel when they are being manipulated. It is important to understand what criteria are important for clients when making decisions, and what may cause doubts.
The use of SPIN sales techniques in low-cost retail , such as selling electric kettles, may be unnecessary. In such cases, there is no need to use complex methods that are more suitable for large transactions. Simple and honest comm
"B2C" (business to consumer). The methods are focused on selling goods or services to end consumers, i.e. individuals.
Depending on the level of buyer awareness:
Cold : the most difficult sales technique (usually used by sales managers who call potential buyers on the phone). The client is not considering the purchase, is not aware of the product and may not even realize that there is a problem that it can solve.
Warm : A "hot" client is one who already has a specific problem and realizes that a specific product can solve it. The more a person knows about the advantages of the seller's offer, the higher their interest and confidence in the need to buy. In this case, the client has made his decision and is ready to make a deal. He does not need additional persuasion. It is enough to simply complete the deal and receive the product.
Depending on sales volume:
Wholesale : sales in large quantities to intermediaries canada mobile number or retail chains. Suppliers sell their goods at a low price to wholesale buyers, who then resell the products to end consumers with their own markup. In most cases, such sales techniques are necessary for B2B sales managers.
Retail : The product reaches the consumer and is sold in individual units or small lots. With more intermediaries in the sales chain, its cost to the consumer increases.
Classification of sales techniques for managers
Source: shutterstock.com
By the level of interest of sellers in the transaction:
Transactional sales : the seller plays a minimal role in the process. The client has already decided to buy and is going for a specific product or service. The seller only needs to close the deal by completing the transaction (make the sale).
Expertise : To sell, you need to demonstrate expertise and confidently advise the client to resolve their doubts and answer all questions about the product.
Personal : the seller aims to make the customer choose the product based on trust or sympathy. To achieve this, it is important to establish close relationships, find common interests and evoke positive emotions.
Marketers have developed sales techniques for all of the above options. Some of them are outdated and no longer work, while others remain relevant and continue to successfully help in sales.
5 Effective Sales Techniques for Managers
What are the sales techniques for managers? There are many techniques, among which are both popular and widely used in any business sector, and specific ones that are suitable only for certain areas. Below we will consider the most effective of them.
AIDA
One of the most famous sales techniques in the world is based on four stages that help structure the sales process:
A (Attention) - attention. The manager must attract the buyer's attention with one short expression or phrase.
I (Interest) - interest. It is necessary to generate interest in the product by demonstrating its advantages and characteristics.
D (Desire) — desire. The client is gently led to the desire to buy. At the same time, the buyer must be sure that this is his personal desire, which is not imposed by the seller from the outside.
A (Action) — action. The manager motivates the client to buy by using a “call to action”.
AIDA
Source: shutterstock.com
AIDA technology can be used in various areas related to active sales, and can also be used to create advertising posts and scripts for working with cold buyers.
PZP
The title of the method uses the abbreviation: "Attract attention. Interest. Sell."
Attract attention : introduce the potential buyer to the product in such a way that he wants to get more detailed information. For this purpose, open-ended questions are used. For example: "Your child is just starting school in the first grade, and it is important for you that he is supervised until you return from work?" Or: "After-school programs at school require children to be supervised in the classroom, but you want your child to have a more quality time?"
Interest : you need to inform about the characteristics of the product, noting its usefulness for the buyer. "We offer extended classes, where your child will feel comfortable, rest, have lunch, walk in the fresh air in comfortable clothes and do homework. We work until 20:00. You will be able to pick him up even if you are delayed in traffic jams."
Sell : lead the buyer to the deal and close it. Thank the buyer for the purchase, tell about the guarantees and advantages of this purchase. "Our educators will be able to answer your questions by phone or in messenger during business hours."
This technique is used in direct cold sales in various sales areas.
Read also!
"Cross-marketing: 5 examples and 8 mistakes"
Read more
SPIN
The goal of this technique is to encourage the client to make an independent purchase decision. For this purpose, questions from four different categories are used:
S (Situation) — situational questions are aimed at finding out the current circumstances of the buyer. "Are you satisfied with the service at our bank?"
P (Problem) - problem questions help to identify the obvious and hidden problems of the consumer in the context of the manager's proposal.
I (Implication) - eliciting questions allow you to demonstrate to the client what the existing problem may lead to if it is not resolved.
N (Need-payoff) - leading questions demonstrate that the seller has a solution to the client's problem that is very beneficial for the latter.
As a result of using the SPINT method, the client realizes the existence of a problem and strives to solve it. The manager's task is to present a profitable option.
SPIN
Source: shutterstock.com
This sales technique can be quite difficult for a manager. In addition, it has a number of characteristic limitations.
The seller may use too many situational questions . As a result, the client feels uncomfortable due to detailed questioning about his personal affairs. Sometimes repeating situational questions at the stage of overcoming objections is acceptable, but this is already a special sales technique aimed at returning the client to the essence of his problem.
The manager overuses closed-type problem questions . This approach does not contribute to achieving the desired result due to the insufficient involvement of the interlocutor in the dialogue, who answers "yes" or "no".
The seller "practices" the SPIN sales technique on the buyer . It is important not to forget about the human aspect. The approach needs to be honed to automatism, but at the same time, human contact should not be lost. People feel when they are being manipulated. It is important to understand what criteria are important for clients when making decisions, and what may cause doubts.
The use of SPIN sales techniques in low-cost retail , such as selling electric kettles, may be unnecessary. In such cases, there is no need to use complex methods that are more suitable for large transactions. Simple and honest comm