Let's say you sell an electronic document management system. How can you apply the direct sales challenge method? You need to convince your interlocutor that you are an expert in innovation. You can present the results of your calculations: your system allows a company of 20 employees to save 200 hours of work time and 20 thousand rubles per month. Having analyzed the company's economic indicators, show: the profit for the month will be about 100 thousand rubles. This will allow you to open a new branch in six months, strengthening your position in the market.
Ask the client questions about internal communication tools, use of IT technologies, employees working remotely, and the frequency of errors in documents. With this information, you can offer additional software that exactly meets their needs. If the client has doubts, give examples of competitors who successfully use such a system. Once objections are eliminated and there is a willingness to buy, offer additional specialized modules. The client will most likely be interested and buy them, since you are an authority in this field for them.
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Direct Selling Using Sandler's Pain Method
Direct sales using the Sandler kazakhstan email list method are well suited for those deals where the key factor is the quality of the product. The author of this technique is business coach D. Sandler. The essence of the approach is that the client is not convinced or pushed to buy; his interest should initially come from himself. Otherwise, there is simply no point in the direct sales department offering the product. Immediately discuss with the client the terms, volumes of expenses and other key points to avoid difficult situations when concluding a deal.
Let's say the agent's task is to convince the client to insure his luxury yacht. How can the Sandler method be used in this case? Presenting statistical data on risks in different situations (theft, breakdowns, collisions due to storms, fires, etc.) helps here. It is important to emphasize the specific amounts of potential losses. They can be significant and exceed the cost of the most expensive cars. It is necessary to convey to the client what awaits him without insurance so that he understands the need for this service.
The next step is informing about the size of future payments and the conditions for their implementation. It is important to find out from the client whether there are funds to purchase insurance (they may not have them), and to check the correctness of the legal aspects of property ownership. If the client immediately refuses, it is worth switching attention to the next one, without insisting on concluding a deal.
How to achieve multiple growth in traffic and sales from your website?
Alexey Boyarkin
Dmitry Svistunov
Head of SEO and Development
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I have always been concerned about the issue of moving to a fundamentally new level. So that the indicators would grow not by 2 or 3 times, but by several orders of magnitude. From a thousand visits to ten thousand or from ten thousand to a hundred thousand, if we are talking about a website, for example.
And I know that such leaps are always the result of painstaking work in five areas:
Technical condition of the site.
SEO.
Collection of site semantics.
Creating useful content.
Working on conversion.
And at the same time, every manager needs an increase in sales and the number of applications from the site at the moment.
To get this growth, download our step-by-step template for increasing sales from the site: