According to many experts, selling will be the most profitable activity in the 21st century, which should come as no surprise. Companies that want to earn and grow need to sell more. For this, you need specialists who, on the one hand, have the right character traits, and on the other hand, their sales skills are very strong. To achieve the status of a specialist, you must first of all learn about sales techniques and methods that should be used when contacting the client. Without it, the development will be impossible, as well as effective sales.
What sales techniques increase sales? 6 proven examples!
Fortunately, if you want to sell successfully, you don’t have to reinvent the wheel. All you need to do is learn about sales techniques that have already been invented and, most importantly, that allow you to increase sales efficiency. Some focus on the appropriate emphasis on the advantages of the product, others arouse the customer’s need to have a given product, and others are aimed at creating a positive impression on the consumer. Las Vegas Online Payday Loans can also help you with their best services. We present various methods of sale, the goal of which, however, is one – more effective sales and higher revenues for the company. Let’s start!
1. Selling Techniques – Low Ball
It is one of the most classic and oldest selling methods. It gained popularity in the United States and was perfect, for example, in the car trade. Metaphorically speaking, it is to “throw the ball low so that someone catches it. Then he will have to straighten up with the ball in his hands…”. In practice, however, it consists of offering the customer a shockingly low price for the product and thus getting him interested in the purchase. However, this price is not final. Numerous additional costs or fees for using the product/service are added to it, which ultimately leads to its significant increase. Often, however, the customer turns out to be interested enough to accept these additional costs. Ultimately, he chooses to buy.
These types of sales are manipulation techniques that are described in social psychology. So, they are controversial because they rely to some extent on misleading the customer. However, this does not change the fact that they are effective. And whether you use them is entirely up to you.
2. Foot in The Door
The second very well-known and long-used selling method is the door foot technique, which was named and described in 1966 by Jonathan Freedman and Simon Fraser. Its principle is very simple. If you want to get your interlocutor to fulfill a bigger request, all you have to do is first ask for the smaller thing to be fulfilled. A very often cited example is a homeless person who, before asking a passer-by for money, first asks him what time it is. In sales, such an initial request is very often the consent to conduct the interview. A potential customer who agrees is much more likely to buy a product or service.
What is the effectiveness of this method? Some selling techniques base their effectiveness on commitment and cognitive dissonance. In this case, the fact that the client wants to act consistently, according to the principle “I said A, I must say B”, plays the greatest role.
3. Doors in The Face
Speaking of the foot in the door, it is impossible not to refer to another, very similar selling technique. ” Doors to the face ” is based on a very similar principle, except that there is a small change of places. First, there is a larger request that will not be fulfilled and then ask for something smaller. This is the seller’s goal. This method is also often used in negotiation. The negotiator first gives a very high amount that he wants to get, and after refusal, he proposes a much smaller one.
In this sales method, we also deal with cognitive dissonance, and additionally, the contrast effect also works. The second offer is compared with the first, so you can see that it is much better. Also, the client very often treats the latter request as going to his hand, even a favor. Therefore, it will be much more likely to use the offer.
4. Apparent Choice
The customer, when given a specific choice, is willing to complete the purchase transaction faster than in the absence of a choice. The way it works is that it is asked “product X or Y?” And not “do you decide to go with product X?” This way, there is a chance that he or she will not notice the “I don’t want any of these products” option. It is a method of sale especially recommended where the customer is interested in a certain product but is not convinced about its purchase. In such a situation, it is worth showing him another one, with equally high quality and similar features, presenting it appropriately and finally asking “X or Y?”.
This technique is often used in direct sales in stores. It is also used in telephone calls, where there are also flagship phrases such as “send a courier today or tomorrow?” or “do you choose a contract for one or two years?”.
5. Good and Bad Cop
Some sales methods are also known from other areas – e.g. negotiation. It is no different in the case of this technique, in which we deal in building negative emotions in the client, to dispel them after a while with the positive ones.
Often two people work in this method. The title “bad policeman” who has a negative attitude and discourages the client, as well as “good policeman”. The latter’s attitude is positive and thus inspires the trust of the interlocutor. In this way, a good policeman has a better chance of persuading the client that he/she ultimately decides to use the product or service.
6. Feature – Advantage – Benefit
Effective sales techniques are not only those that use psychological pranks. This method is proof of this. It refers to the issue of arousing the customer’s need to buy and explaining to him what he will gain by deciding on your product or service. Payday Loans Dallas TX have also good features for increasing benefits. The problem of many entrepreneurs is that they use beautifully sounding slogans and concepts. However, they say little to the client. Meanwhile, to sell more effectively, these concepts should not only be explained but also their advantage and benefit that the customer will get.
A simple example. The wallet is black (that’s a feature). The fact that it is black is fashionable and elegant (that’s an advantage), which will keep you looking good and professional (that’s a benefit). As you can see, even the simplest product feature can create a language of benefits. Using it will allow you to significantly influence consumer purchasing decisions.