The handling of objections

3 December 2008 - 20:52

The handling of objections consists of the capacity that has a person to do against the objections that can present/display a potential client at the time of trying to sell a product to him.

An example of an objection, can be when to a potential it says us client that the product that we are offering to him has seen, it in the competition a smaller price, or than does not count on a certain characteristic that to it would like that it had.

Every time we try to sell our product, the objections will always exist, because the perfect product does not exist before the eyes of the consumer.

They can have objections:

• to the price: when the client does not reunite the exigencies of economic order.
• to the product: when the client resists to change to the product or the mark that usually she buys, the product is not within its priorities of purchase, or the client does not find reasons sufficient to buy to realize it.
• to the company: when the client does not trust the business or company to which we represented.
• to the endorsement and it has supported of the product: when sale is not in agreement with the services of post that we offer to him.
• to the salesman: when the client does not trust the person who offers the product to him.

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Labels: Sales

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How to make the presentation of the product

3 December 2008 - 20:07

We see next some recommendations exceeds how we must present/display a product that we want to sell, to a potential client.

To adapt the presentation or interviews according to the client

We must adapt the presentation of the product or the interview, according to each client, considering that each client is different and all does not react the same. If we counted previously on information of the client, must consider this information at the time of making our presentation, for example, if we counted on the possibility of knowing which are their needs or I interest, during the presentation of the product, we can emphasize the characteristics or the attributes of the product that could satisfy these needs or I interest individuals.

To always modify the presentation

We must be creative and not to repeat always the same presentation or the same arguments for all the clients, we must consider of which if we always make use of the same presentation, he is probable that this one is artificial and without emotion, being able to negatively affect the decision of the client.

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Labels: Product, Sales

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Steps to realize a sale

3 December 2008 - 14:53

We see next the steps necessary to realize a sale:

1. The preparation

The first step to realize a sale successfully is the preparation, which consists of studying and knowing well all the characteristics, benefits and attributes of the product that we are going to offer; as well as, all the aspects related to this one, such as the guarantees, the modes of payment, the downtimes, services of post sale, etc.

In case we must interview to us with a potential client (sale prospectus), we must collect and to study previously all the information that can help us for one better presentation, for example, we must try to know previously its capacity payment, its power of decision, its possible reasons for purchase, etc. We must plan well our presentation, a presentation disorganized can bring about distrust and demotivation.

2. The presentation

The second step consists of the presentation, in this stage we appeared before our potential client we greeted, it and we identified ourselves. In case we must go to interview to us with a potential client, we must also identify to the business or company that we represented and, also, of explaining the intention of our visit.

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Labels: Step by step, Sales

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