Ene Adriana Elena

Gr. 943

Selling techniques

Knowing how to sell is a vital ingredient for marketing success. In simple terms,
effective sales and negotiation techniques blend talking to people and listening to them in
order to find out what they want to buy. Once you've got both those elements, you can
close the deal to mutual benefit.
First of all, a successful sales process starts by looking at the customers and what
they want, rather than just what you're trying to sell. The more you know about the
customer's position and what your product is worth to them, the more you can prove its
value and adapt to their requirements.
Then, good sales skills include anticipating and dealing with any reasons the
customer may choose not to buy, known in sales terms as 'objections'. Also, your selling
techniques should include the ability to see when the customer is ready to buy, and the
right selling technique for closing sales.
Moreover, there are many possibilities in the sales approach and one of them is
known as AIDA: Attention, Interest, Desire and Action. The first important step is to
catch the customers attention because in this stage the client makes an image of the
product and adopt an opinion which will be hard to change. After that, if the
product/service are relevant to him, he will be interested to learn or hear more about it.
Then, if the product/service match his needs, aspirations and resources, particularly if it is
special, unique, or rare, the client begin to desire it. And the last stage is the action, which
involves the proper selling. This means that if the clients are prompted or stimulated to
overcome their natural caution, they may then become motivated or susceptible to taking
action to buy. In this stage, in order to attract clients, the seller can give gifts, discounts or
exclusiveness, depending on the product.
In my opinion, the most important of todays sales skills is simply understanding the
buyer which is also the foundation of effective selling. Building a strong relationship with
clients is crucial to maintaining consistent sales- You have to show them that they are not
just a business transaction.

Ene Adriana Elena

Gr. 943

REFERENCES
http://www.businessballs.com/salestraining.htm
http://www.manager.ro/articole/tehnici-de-vanzari/9/
http://drconsultants.ro/tehnici-de-vanzare/
http://blog.topohq.com/sales-skills-18-skills-every-salesperson-master/