- By Camila Ante
For more than a century, sales have been based on the AIDA model, which established the phases of the process: attention, interest, desire and action. Then the sales funnel was released and, with it, various formulas arose to sell more. Neither case presents alternatives that work in 100% of the cases. So what are the best sales techniques?
4 best sales techniques
1. SPIN sales technique
Ask the right questions with this technique. This way you will be able to identify the precise needs of the client and you will be able to know what benefits you can provide.
Follow these steps SPIN (Situation, Problem, Implication and Benefit):
- Situation: Ask open questions to get to know the client, their way of life, objectives and challenges to empathize with their current situation.
- Problem: Locate the issues that the person wants to improve in their situation to detect their challenges. These questions should be more specific and directed towards the product or service to be sold.
- Implication: Express to the prospect the consequences of not solving the problem; At that point, mention the opportunities you may miss.
- Benefit: Comment on the benefits and offers that the client can acquire at that time, from the value they give to his life or his work, for example.
In this technique, these phrases that you can apply to different people and contexts will be very useful.
2. Collaborative selling
Perhaps more than a technique, collaborative selling is a way of thinking that helps redirect the sales approach towards the customer based on their needs. The main point of this technique is to create links between the prospects and the salespeople.
This sales technique challenges many others, especially those in which the salesperson only looks at success stories to repeat the formula. But what about those prospects who didn't choose your brand? They are just as important as the segment of successful buyers, as it will be another sector in which you should pay attention to strengthen ties next time.
It is important to learn to recognize that not all prospects are going to become customers. The objective is to analyze their journey and locate the phase where they left to find out their reasons.
Start by asking questions like: what was the reason you did not choose this product? Remember that delivering unique value depends on building lasting relationships. With such attention, multiple prospects will give you a second chance.
3. Use of positive testimonials to generate more sales
You've probably heard the phrase: "Happy customers attract new customers." Well, fulfilling that sentence is the goal of this technique. The way to do this is by showing your potential customers how your product or service worked or helped others.
Create testimonials with satisfied customers so that your potential consumers can see it. What better way to exalt the characteristics or benefits of your brand than showing cases of total satisfaction.
A good tool to implement this technique is using storytelling to communicate your success stories. Describe the customer's problem and how your brand helped them solve it in a creative way, this way even your distracted customers will hear what you have to say to them.
When people have good references from other consumers, they are more likely to choose to follow the suggestion, as they are more reliable than a description with attributes and virtues granted by the same company.
4. Consultative sale
When you approach a prospect, the expert on the product or service is you. And therefore, you are able to find out what a person needs and how you can help him solve his problems. So any customer should feel confident in your experience so that you can create a meaningful bond.
To implement consultative selling, you must comply with the following:
- Research not only about your prospect (in what stage of the customer cycle they are, what experiences they have had with your product), but also about the competition and your market.
- Ask correctly the needs that they want to cover and what kind of doubts your prospects have about your offer; This can also help to convince someone who is undecided.
- Listen and take note of what your prospect says; what it says and does not say about your expectations, objections and possibilities are the most valuable information you will have for this and future sales.
- Report on the benefits of your product or service and on how to achieve success for your customer.
- Become an ally of the most valuable customers. Once you have information, you can anticipate their needs by sharing advice for their business, being on the lookout for satisfaction with your product or service, for example.
- Close the deal. It should not be complicated, since you demonstrated how valuable your offer is and you showed them the follow-up they will have as a qualified customer.
Of the 4 sales techniques, which one do you apply? Write us in comments and let's share experiences!
