subject: Different Sales Stages. Presentation Of The Goods [print this page] Step 3. Presentation of the goods.Step 3. Presentation of the goods.
Competent presentation of the goods should be based primarily on the interests of the client, which we found in the previous step sales - identifying needs. Knowing the needs of customers, and the motive behind it, the seller may resort to the universal and very effective method of persuasion - an appeal to the benefit of the client.
How does it work?
For a start, the seller needs to understand what benefits can be to his product. One and the same product may contain certain "benefits."
For example, consider an expensive reflex digital camera. For one customer benefit will be fashion and prestige, for another - opportunities photography.
You can work out in the reincarnation of technical characteristics of the device in that the benefits they provide. It is also useful for customers who are not well versed in the art and frightening technical terms. For example, instead of telling the customer layperson:
- Focal length of the lens of the camera model varies between 18-55 mm and the aperture within a f/3.5-5.6G VR, we can say:
- The characteristics of this model will allow you to make portrait shooting, and shooting distant subjects, as well as take pictures with a good quality at night, in low light conditions.
So we know what product which "benefit" includes. Before you choose a specific model for the offer, the seller is still thinking about the motivation of the client: it is not always recognized that the goods he needs "better than Petit," and not "with good."
What could be the "benefits"?
1. Beauty.
Such buyers are attracted primarily appearance of the product, to him and should be treated at the presentation of the goods.
2. Material gain.
This applies most wholesalers who purchase goods for resale. In that case, you should pay attention to the advantages of the product which will attract customers, and will provide your customer profit.
3. Saves time.
Example, buying a dishwasher can save a woman the time she spends on the washing up. Of course, the quality of the purchased goods is interested in it, too, but it is referring to this point, perhaps, persuade her to buy more readily.
4. Comfort.
This is also a universal motivation, in most cases, everyone tends to comfort.
5. Pleasure.
Enjoy love everything, so refer to this motif is very effective.
6. Prestige.
People concerned about their status, the buyers of expensive and prestigious things luxury. Presenting the goods they can emphasize it is this benefit.
7. Health.
Some clients are very important ecological produced, its naturalness and health benefits. Emphasizing these strength products, you can easily persuade them to buy.
8. Practicality.
Most people think of practicality, buying a particular product. But there is a category of people for whom it is the most important criterion. For them to be more interested in the specific facts and figures, proving the quality and reliability of the product.
So, most likely, the seller will be able to make a deal if it is:
Properly diagnose the customer's needs and motivations, select the model of product that best meets its needs, as well as arguments and uses the appropriate words to convince the customer.
