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7 неща, които никога да не казвате, когато работите в сферата на продажбите

от
1625 150 10 Ноември. 2015
Успешни стратегии

7 неща, които никога да не казвате, когато работите в сферата на продажбите
59% от читателите смятат, че тази статия е полезна
38% от посетителите на сайта ни четат поне 3 статии дневно
41% от редовните ни читатели имат успешен бизнес

5
от 1 глас
Оценка на потребителя

Несъгласията са различни видове и съвсем не се изчерпват с казването на "не". А ако сте в несъгласие с някого, няма начин да му продадете каквото и да било.

Съгласието е основа и най-важно правило в продажбите. Това не значи да подвеждате клиентите. Има известна доза изкуство в това да кажете на клиента "Много бих искал да направя така, че това да ти се случи..." вместо просто да посочите, че не можете, не искате или не Ви влиза в работата.
 
Ето и седемте реплики, които са забранени за добрите продавачи:
 
1. "Това не е от компетенциите на отдела ми." 
Трябва да поемате отговорност за всичко, независимо дали става дума за продажби или за личния Ви живот. Не винете икономиката, не винете други хора и най-вече не обвинявайте външни изпълнители.
Добрите продавачи са се отказали от играта на сочене с пръст много отдавна. Те могат да поемат отговорност и да се справят с работата си. Ако искате да се похвалите с добра сделка, трябва да признавате и отговорността си, когато загубите също така добра сделка.
 
2. "Можете да ми вярвате."
Забелязвали ли сте кога даден клиент не Ви слуша съвсем концентрирано? подобно нещо се случва, когато клиентът предположи, че тъй като сте продавач, не може да Ви има доверие. Медиите непрекъснато излъчват репортажи за измами, което прави потребителите скептични по отношение на честността на продавачите. А това може да Ви коства не една и две продажби.
Да кажете на потенциалния си потребител да Ви вярва, рядко води до реално доверие. За да се справите с недоверието, трябва да разберете, че хората вярват на това, което виждат, а не на това, което чуват.
Винаги, винаги показвайте писмени материали, които да подкрепят твърденията за продукта Ви. Независимо дали ще са впечатления от клиенти или препоръки от партньори. Всичко, което казвате, предлагате, споменавате на клиентите си, също трябва да бъде налично в писмен вид. Това прави твърденията Ви правдоподобни.
 
3. "Аз самият/ самата не използвам това..."
Никой няма да купи нещо, което Вие открито заявявате, че не ползвате. Ако продавате коли, но не ги карате, никой няма да Ви вярва - това ще бъде сигурен знак, че с колите Ви има някакъв проблем.

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Една продажба се осъществява само ако продавачът вярва и харесва продуктът, убеден е, че той е полезен, че е най-доброто, което пазарът предлага.
Никога не се опитвайте да продавате продукт на някого, преди да сте го продали на самите себе си.
 
4. "Такава е фирмената ни политика."
Никой не иска да чува това. Никой не се интересува от фирмената Ви политика, те се интересуват от услугите, които предлагате, затова не използвайте оправдания от подобен сорт. В противен случай просто ще изгубите клиента си.
Ако имате политика, която е в конфликт с клиентските женалия и изисквания, можете да я премахнете, но не я представяйте като оправдание.
Вместо това направете всичко възможно да решите проблема на клиента си или да му обясните защо не можете, вместо да поставяте щита на фирмената политика (който отблъсква клиенти, вместо да защитава фирмените интереси).
 
5. "Конкурираме се."
Идеята, че конкуренцията е здравословно пазарно явление, е предназначена за клиентите, не за продавачите. Не се конкурирайте - доминирайте!
Трябва да бъдете експерт в своята област. И да продавате изключителен, не конкурентоспособен продукт.
 
6. "Възможно е този продукт да е по-скъп, отколкото Вие можете да си позволите да платите за него."
Винаги третирайте купувачът като такъв, защото в продажбите никой не може да отсъди предварително колко пари може да похарчи един човек. Независимо дали Ви казват, че нямат пари, че бюджетът им е ограничен, че сметките почти ги разоряват, че не могат да решат в момента, каквото и да Ви казват, третирайте ги като потенциални клиенти - такива, които могат и ще купят.
 
7. "Не съм на работа днес."
Винаги трябва да бъдете отворени за правене на бизнес. Не пропускайте възможности, като изключите телефона си и не проверявате имейла си. Никога не обявявайте, че не сте на работа - така губите сделки. 
Да, имате семейство, имате нужда от почивка, но можете да съвместите двете неща. Можете да определите време, в което да отговаряте на писма по електронната поща. Можете да придвижите няколко обаждания. Не забравяйте, че работата Ви е това, което осигурява добър живот и на Вас, и на семейството Ви.
 
източник: entrepreneur.com

Tags: продажбимаркетинг и рекламапродавачи

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