Point of sale analysis, inspection of premises
When inspecting a sales location, it is necessary to carefully check the compliance of the location with the interests of the company. The decision on the possible continuation of the partnership, the conclusion of contracts and the general benefit of working with a given location is based on an assessment of the convenience of the location of the goods, their prices, accessibility to consumers and the cleanliness of the display.
Key attention is paid to the analysis of storage conditions in the warehouse: compliance with sanitary standards, methods of placing products and potential threats of damage.
Identifying needs
Understanding what a self employed database potential client needs is a key responsibility of a sales representative, and it is useful to have some basic knowledge of psychology. This helps to assess how ready the interlocutor is for dialogue. It is especially important to consider the employee's rank in the company and adapt the communication strategy accordingly. For example, an ordinary manager is unlikely to be attracted by the prospect of increasing the organization's profits; his task is simply to receive information and forward it up the hierarchy. In this case, the goal is to effectively present key ideas.
When interacting with management, it is necessary to establish emotional rapport and conduct a thorough analysis of needs, including interest in certain products, the desire to change contractors, or the reasons for customer dissatisfaction.
Trade offer
Creating an effective sales pitch is an important part of the sales process. The salesperson needs to present key aspects that will be attractive to the potential buyer. This may include unique promotions, discounts, or product benefits that act as “trump cards” to achieve agreement. The sales approach should begin with a general concept that should be supported by specific, logically justified benefits.
Trade offer
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Handling objections
This is one of the most labor-intensive stages of negotiations. It is best if you can prevent objections in advance. The expert should carefully monitor the interlocutor's answers, identify his concerns and dispel them - this demonstrates the high qualifications of the representative and his deep knowledge of the product, which inspires confidence in the client.
Conclusion of the deal
The question of how quickly a sale will be made depends on several factors, including the cost of the product. If the price is affordable, the chances of a quick deal are high, since both the seller and the buyer are trying to satisfy their needs: one wants to sell the product, the other wants to find a good deal.
However, it is not uncommon for the final decision to be postponed until future meetings, which is also considered a positive outcome. The buyer gets time to compare with similar products, and the seller gets the opportunity to add a new client to their database with the hope of a successful subsequent deal.
The specialist who negotiates deliveries will not only be responsible for sales, but also for organizing transportation, distributing goods, and monitoring their sales