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.

The presentation is fundamental to give a good impression, in this first contact, we must be amiable, likeable, maintain face and position of security and tranquility, have an attitude of confidence (without remorses to have interrupted something), and mainly, have a sincere smile.

3. The argumentation

In this stage we presented/displayed the product to the potential client, we present its main characteristics, going of the general the individual, in sequence of importance.

The argumentation must be adapted to the needs or I interest specific of each client, that is to say, each argumentation must be different and to adapt to each client, standing out the characteristics or attributes of the product that could satisfy their particular needs, or that they could more interest to him.

4. The handling of objections

In this stage we do against the possible objections that can realize the client, an example of an objection can be when it says us to the client that the product who 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.

Before the objections that could arise, we must always maintain the calm and never to argue nor to discuss with the client, we must agree the objection and soon to revert the commentary, for example, indicating advantages that can resist their argument.

5. The closing of sales

And, finally, the stage of the closing of sales, where we induce the client to be decided by the purchase.

For it we must be patient and to wait for the opportune moment, and never to press the client, but to induce it subtly.

Moments in which we can induce or invite the client to close the treatment are when the conversation subject no longer is on the product, but on the conditions of payment or gives, when the client begins to show corporally that already she wants to conclude the interview (for example, when seeing the hour), after having acquitted an objection, and after the client has responded affirmatively in repeated opportunities.

Labels: Step by step, Sales

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