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6 стъпки, които да предприемете, за да продавате повече

от
1391 177 24 Февруари. 2017
Успешни стратегии

6 стъпки, които да предприемете, за да продавате повече
39% от читателите смятат, че тази статия е полезна
52% от посетителите на сайта ни четат поне 3 статии дневно
31% от редовните ни читатели имат успешен бизнес

5
от 1 глас
Оценка на потребителя

Ако работите в областта на продажбите, Вие разполагате с ограничен набор от неща в свой контрол. Нямате влияние върху тенденциите на пазара, настроението на клиентите и спецификите на продукта. Но можете да контролирате количеството на продадените стоки и всъщност това е най-важното.

Вместо да се тревожите за фактори, над които нямате влияние, отделете време и усилия за увеличаването на продажбите, затварянето на по-големи сделки и отличаването от конкурентите.
 
Ето какво конкретно да направите:
 
1. Изяснете целите си.
 
Определете какво искате да постигнете. Поставете си такива цели, които са изпълними и измерими. Запишете ги някъде, където ще ги виждате, и това ще Ви помогне да се мотивирате за тяхното постигане.
 
2. Бъдете наясно с числата.
 
Колко телефонни обаждания са Ви нужни, за да реализирате седмичните си цели? Колко имейла трябва да изпратите? Колко срещи да проведете? Определете всички важни числа, свързани с изпълнението на поставените цели. Така ще концентрирате усилията си и много по-лесно ще планирате седмицата си.
 

Клуб РС Издателство – Програма Максимум
Клуб РС Издателство – Програма Максимум

Повече детайли тук

Списание Съветник Данъци и такси на моята фирма
Списание Съветник Данъци и такси на моята фирма

Повече детайли тук

Книга Първа от Колекция Счетоводни стандарти: МСС 36 Обезценка на активи
Книга Първа от Колекция Счетоводни стандарти: МСС 36 Обезценка на активи

Повече детайли тук


3. Подгответе сценарий за 7-те секунди.
 
Според проучванията точно 7 секунди са достатъчни на потенциалния клиент да реши дали иска да продължи разговора с Вас. Затова е много важно да подготвите подходящ сценарий, с който да спечелите потребителите през тези първи 7 секунди. Успеете ли, шансът Ви да затворите сделката се увеличава значително.
 
4. Счупете калъпа.
 
Ако искате да се отличите от другите продавачи, не се дръжте като тях и не ползвайте същия подход към клиентите. По този начин ще вземете контрола над продажбата в свои ръце. Например, спрете да говорите за ползите и функциите на продукта или услугата. Вместо това се покажете като експерт в конкретната област - експерт, който дава съвети и посочва решения, вместо продавач.
 
5. Не се страхувайте да дисквалифицирате клиенти.
 
Не всеки отговаря на профила на целевия Ви потребител. Затова не се стремете да убеждавате всеки, че трябва да купи от Вас. Това е загуба на време и ресурси. Съсредоточете се върху хората, за които е създаден продуктът Ви и на които ще съдейства най-много, защото именно от тях идват печалбите Ви. За всички останали има достатъчно алтернативи.
 
6. Задавайте въпроси за ключовите проблеми.
 
Потребителите се интересуват само от себе си. Затова вместо да им предлагате продукта си, опознайте проблемите им. Говорете им за тях самите, накарайте ги да споделят затрудненията си. Едва след това имате шанс да им продадете продукта си.

 
източник: entrepreneur.com

Tags: маркетинг и рекламапродажбипотенциални клиенти

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