The modern consumer makes high demands on the product that he intends to purchase. This is quite understandable, since he pays his hard-earned money.
The seller is faced with the task of convincing the buyer that it is his product that meets all his requirements. And if you manage to convince the buyer that this purchase will be useful to him and buying it in your store is the most profitable, in this case you get a permanent customer.
What does a person dream about when he goes to the store. Probably about meeting a seller who, first of all, takes into account the interests of the buyer and will not try to sell him the stale goods. And what does the seller dream about? About the fact that one day his stale goods will be in demand. When you think about it, what is an unsold commodity?
Just at one time they could not properly reveal its merits or its advertising was not very successful. Realization of goods in more depends on good advertising or resourcefulness of the seller.
Turning weaknesses into strengths
At first, if you put yourself in the place of the buyer, it will become more clear to you what exactly does not suit him in your product. Then mark for yourself all its positive qualities. Think about what benefits the buyer can gain for himself by buying it. Let's say that you have a problem with the implementation of ordinary house slippers. Their disadvantage is a dark, nondescript color.
- Shall we turn it into a virtue? They get dirty less and do not have to be cleaned often, and this is savings. detergent and time. Talking to the buyer, tell them how comfortable they will be in these light and soft slippers. Visualizing a picture of comfort and coziness, you make it clear that you are driven by caring for a person, and not about your own benefit.
- Do not argue with the buyer. Any objection on your part will cause him dislike and irritation. It is best to support his opinion and switch his attention with amplification to another quality. For example, we are talking about the high price. “Yes, you are right, the price is above average. But you and I know that good quality requires high costs. Moreover, a quality product lasts much longer.”
- Saying "we" removes the barrier always existing between the seller and the buyer. "Association" allows you to switch to more confidential communication, in which the interlocutor is ready to listen to your opinion. Just don't abuse that trust too much. Otherwise, you risk losing your client forever.
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