EnglishWe know that it is essential to start the sales work, knowing the client in greater depth and detail. However, it is important to know and respect the fact that each person has a stage of understanding reality and willingness to buy. This means that while the sales professional recognizes the strengths and potentials of the customer and is often seriously committed to being with him in the definition of the purchase, it is natural for each to match his / her timing accordingly.
Coaching tools themselves are a great ally in the understanding phase of customer reality and willingness to purchase. That is why the diagnostic phase of purchasing reality becomes one of the most important and complex of the selling process. It requires balance, mastery and technical knowledge on the part of the professional.
How to use coaching tools to close a sale?
Avoid asking, how can I help you? Instead, ask the following question: Are you looking for something special in our store today? Ask questions like: What did you like most about the product? When you think of this product, what are you looking for? Or What requirements does the product have to have to get you out of here today satisfied and with it at hand? That’s what you really want, is not it? (nodding head).
Each person who approaches you is a good prospect with a need that you can solve or satisfy. The heart is closer to the pocket than the brain! People forget the price, but never the poor quality or the bad choice. The true professional seeks all legitimate means of persuading the buyer to act for his own benefit. Many people do not know what they want, because they do not know what there is to sell.
People often do not buy for the following reasons:
1. They do not need your product;
2. You have no money;
3. Are not in a hurry to buy;
4.Do not want your product;
5.Do not trust you;
To make a sale it is important to know as much as possible about the buyer and to capitalize on that information. As well as learning to use the voice, divide the price into small parcels, sell optimistically, ask questions to identify the problem and lead the future buyer to a decision.
In coaching, vision makes the individual always alert to take advantage of opportunities. Here is a suggestion to develop your selling spirit. Vision is, therefore, to set your goals and goals and determine the deadline for them to happen. It is recognizing where you are and where you want to go. And determine how long it will take. If you want to sell more and better, make this action a living experience for you and your client.
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