Use transition phrases Phrases such as “because of what”, “thanks to what”, “as a result”, “due to what” and others perform two important tasks:
- show the relationship between features and benefits;
- link the latter with specific benefits for the client.
Make speech more natural Use transition phrases
Using this manner of communication makes c level contact list sentences more lively and convincing.
For example, when a headphone salesman learned that the in-ear model was causing a customer headaches, he offered an alternative – over-ear headphones: “Headaches are an important issue.
In that case, pay attention to this model. It does not block the ear canal, but is fixed on the auricle, due to which it does not create excessive pressure and does not cause discomfort. How do you like this option? ” This manner of speech is favorable and encourages to buy.
How to achieve multiple growth in traffic and sales from your website?
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 technologies and tools for creating morphing 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.
Mistakes when using HPV in sales
There are a number of typical shortcomings that arise when using the method:
- Excessive attention to characteristics .
One of the most common mistakes is focusing too cyprus business directory much on the technical details of a product without emphasizing the benefits for the customer. For example, a salesperson talks at length about the characteristics of a smartphone, but does not explain how these features will help the buyer. This can lead to the customer losing interest, since their main question remains unanswered: “How will this improve my life or solve a problem?”
- Neglect of customer needs .
HPV sales techniques require careful analysis of the consumer’s real needs. If the seller does not understand what exactly he needs, there is a risk of focusing on characteristics and advantages that are of no importance to the client. For example, focusing on the long battery life of a smartphone to a person for whom the quality of the camera is more important.
- Insufficient preparation to answer customer questions .
The manager’s inability to explain the product in detail or give detailed answers leads to the loss of the buyer’s trust. For example, asking the question: “What other advantages does this product have?” or “What is the processor clock speed in this smartphone?” and receiving a superficial and unconvincing answer, the client may lose interest in the purchase.
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Incorrect definition of the needs of the target audience .
For example, in catering, the seller does not take into account that a flexible menu is important for corporate clients. Instead, he focuses on the price, missing key details.
- Excessive information content .
Excessive information about the characteristics and