The method is aimed at increasing sales of complex and high-value goods. The main principle: motivating the buyer to independently come to a decision about the purchase, the seller guides him by asking key questions. This allows the client to feel fully responsible for the choice made, strengthening his confidence in his own decision.
Questions Function Example
Situation – situational Analyze the current situation What types of products do you already purchase and how do you deliver them?
Problem – problematic Explore hidden suffering and desires Are you sure that cooperation with your current suppliers fully meets your expectations? What difficulties usually arise in the process of work? Are you satisfied with the level of profit that you currently have?
Implication – extracting Identify the problem and demonstrate its consequences, convincingly proving to the client that there is an urgent need for its prompt resolution You mentioned that defects in products are quite common. How does this affect overall revenue? I assume that problems with timely delivery are causing frustration. Perhaps this is reflected in a decrease in the store's profit?
Need-payoff – guides The solution is offered for sale How do you think the problem can be solved?
SNAP
The principles laid down in the denmark email list system form the foundation for sales activities. A sales agent, relying on the established rules, creates a favorable image, conducts dialogues taking into account the interests of all parties and successfully achieves the planned results.
S Keep it simple Don't add unnecessary complexity Share your ideas clearly, avoiding specialized terms and complex calculations. It is important that the proposal is understandable to the client.
N Be Invaluable Be unique Focus on benefits, highlighting the uniqueness and invaluable advantage of your product over the competition.
A Always Align Always live up to expectations In order to best meet the needs of a client, it is necessary to deeply understand his values and, on this basis, offer an appropriate solution.
P Raise Priorities Increase your importance Strive to become unforgettable by increasing your competitiveness. It is important that customers intuitively choose you over other options
A sales representative plays a key role in promoting your brand, becoming the first to meet consumers, demonstrate products on the market and control their sales. This employee carries the ideals of your business and ensures that potential customers understand them.
How to achieve multiple growth in traffic and sales from your website?
Alexey Boyarkin
Dmitry Svistunov
Head of SEO and Development
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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 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.
To get this growth, download our step-by-step template for increasing sales from the site.