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Sale As The Phenomenon


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To speak about training of sales, in the beginning we will define sale structure, we will consider it, as the phenomenon. The technology of sale is always identical, there is a number of stages in it.

The first stage is a contact establishment, during it selling starts dialogue with the potential buyer.
After all it is known that the buyer, as a rule, carries out carrying over of qualities of the seller revealing in dialogue on properties of the goods. We want that, or not, this carrying over is carried out.

Goods presentation — the seller should give the primary information on properties of the goods. It is good if the seller looks competently but it is bad if he suppresses an abundance of the knowledge of the buyer, the probability of in this case goes down that the buyer can make the decision.

Interview of the buyer is a necessary stage in which process expectations and requirements of the buyer are found out.

The offer on purchase becomes on the basis of the information received in interview and on the basis of knowledge of the goods, and the offer form is under construction according to that representation which the seller has received about the buyer as about the person. For any seller necessarily knowledge of primary psychodiagnostics, representation of typology, this psychological knowledge allows selling to be arranged under the buyer. And, to be arranged does not always means to copy behaviour of the buyer, sometimes other receptions yield the best results. For example, if the buyer behaves aggressively, “fingers up”, that to the seller senselessly to try to copy this behaviour. Calmness, measured speech, judiciousness of the seller is in the present state of affairs more effective.

Decision is making stage on which the seller creates conditions that the decision on purchase was accepted by the buyer. But sometimes the seller sees that the decision the buyer cannot or does not wish to accept. Then the seller can continue interview to offer those goods which completely will satisfy the buyer.

Dialogue end. Now it is necessary to pass data on guarantees and service to raise probability of repeated purchase. In general, service which is offered by the seller after sale is a fine way to save on advertising. I have listed stages which can be distinguished on sale.

Sale can be retail (when the seller deals with individual buyers) or wholesale (in this case, the seller deals with firm, with other enterprise). The goods can be not only a thing but also service. On sales of services I allocate specialised sales. It is possible to carry sale of difficult types of service to this type: medical, publishing, bank, and also consulting.

Today it is quite easy to find a good b2b connection – this is where a professional appointment setting can help you a lot.

And some general tips – today the Internet technologies give you a truly unique chance to choose what you want at the best terms which are available on the market. For example, search for appointment setters. You will be amazed how quick you can find variety of products and prices for them. Strange, but most of the people don’t use this chance. In real practice it means that you should use all the tools of today to get the info that you need.

Search Google and other search engines. Visit social networks and check the accounts that are relevant to your topic. Go to the niche forums and join the online discussion. All this will help you to create a true vision of this market. Thus, giving you a real opportunity to make a smart and nicely balanced decision.

P.S. And also sign up to the RSS on this blog, because we will do the best to keep this blog tuned up to the day with new publications about appointment setting industry.

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