How to sell an elephant, or 51 receptions of the conclusion of the transaction

How to sell an elephant, or 51 receptions of the conclusion of the transaction

With success to sell an elephant and even a pig in a poke it is possible to learn. The main thing that it did not spoil your reputation. The author of the book "How to Sell an Elephant, or 51 Receptions of the Conclusion of the Transaction" Asya Barysheva on the basis of many researches opens skill secrets.

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Since the market became a part of the life, the world shared on sellers and buyers. The person alternately acts that in one, in other role. Asya Barysheva's book, the business coach on sales, not only how to sell, but also that is clear from the name how to conclude any bargains. After all it is necessary also to come into contacts, arrangements, to look for mutually beneficial cooperation.
Of course, are born sellers, but the author together with big army of business psychologists claims that this art can learn. Professional efficiency is very much appreciated and it is necessary to strive for it. The big arsenal of the receptions concerning adequate self-confidence, self-checking, ability to come into contact to interact with the client at the nonverbal level, to present goods/service, to conduct conversation, to work with objections will help with it.


Come into contact with the client

Watch your clients. Manners, a mimicry, gestures, views will tell a lot of things, will help to use the extensions method to the person.
2. Listen more. Use methods of active hearing.
3. Come into visual contact.
4. Use methods of nonverbal communication.


Hold the correct presentation of goods/service

Replace the sell installation on "to help with a choice". It causes more trust.
6. Actively use receptions of belief in presentation.
7. Turn properties of goods into benefit.
8. Use the convincing words. The author provides the list of the convincing words R. Morgan.
9. Hold the mood at height.
10. Express positive, bright emotions, but do not turn into exaltation.
11. Use figures.
12. Use professional terminology, but at the level, available to the interlocutor.
13. Use presentation.
14. Include the client in action.
15. Use metaphors when the client is ready to listen to you.
16. Use future pictures.
17. Use known names if you know names of by whom your client is guided.
18. Actively use comparison methods.
19. Ask "a question in a monologue" to make active attention of clients.
20. Learn to give the sincere compliments coinciding with the client's values.
21. Use method of "sokratovsky questions", "the 3rd "yes", positive questions.


Work with doubts of the client

Refuse wrong lines of conduct – such as dispute, a justification.
23. Transfer the excitement to enthusiasm, after all if the client doubts, so his interest increases.
24. Learn to define, what motives disappear under doubts of clients.
25. By means of the specifying questions find out, in what fears of clients.
26. Remember that his own answer will be the most convincing answer for the buyer.
27. Use method "agree and disprove" for those cases when you cannot unambiguously agree with doubts of clients.
28. Learn to receive a consent of clients on each your argument. Otherwise there is no sense to pass to new arguments.
29. Sum up the results of conversation with the client consisting of his doubts and your positive arguments with which he agreed.
30. Goodwill is investments into the future. Be not upset if the client did not make purchase. It is important to keep benevolent and respect for it. When the client ripens" it will help it to return to you.


Learn to approach completion of the transaction competently

31. When summing up use method "7 pluses, 2 minuses".
32. Surely light all pluses and minuses, emphasize that is plus more, use arguments of the client and presentation at transfer of pluses and minuses.
33. Pass to a transaction completion stage if the client "revealed" before you. As the certificate the open pose will serve.
34. For transition to formalities use the helping phrases and avoid the "frightening-off" words.
35. Prepare to yourself 5-7 alternative questions for completion of the transaction.


Learn to find a way out of the conflicts

36. Learn to treat with patience and understanding to the conflict, angry clients.
37. Refuse tactics of communication conducting to conflict strengthening: reciprocal aggression, leaving from a situation, deception and a justification.
38. Let's the angry client be uttered and listen to him.
39. Concretize criticism, ask alternative questions.
40. Use reception of "a criticism pulling" to give to the client the chance to state all claims.
41. Express understanding and openly express the feelings in conversation with the client.
42. In response to fair criticism only the correct reaction – to agree with the possible truth.
43. Give vent socially accepted to own irritation after communication with difficult clients.
44. Consider that difficult clients give you the chance to improve the professionalism.
45. Learn "to get into a skin" the client and to watch him eyes at a situation.
46. Learn to analyze the behavior as far as it provokes or neutralizes the conflicts.
47. Be flexible in communication with different psychological types of clients.


Work on the confidence

48. The love to the profession will add to you self-confidence.
49. Positively and validly treat yourself and to other people is too a confidence basis.
50. Cultivate in yourself feeling of confidence by means of special exercises.
51. Observing regularities, following receptions of the conclusion of transactions, also rely on own feelings and feelings in communication with the client.