This technique is an important tool for managing communication with the buyer and contributes to the effective closing of the deal. The sales technique for managers "Fork" allows taking into account the individual characteristics of the client.
The seller gives the potential buyer several alternative solutions, each of which leads to a deal, but has special conditions. This approach is based on the need to satisfy the individual needs of the client, taking into account his preferences and specific requests.
Sales technique for managers "Fork"
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Example 1. Let's consider a car sale transaction. The manager uses the "Fork" method and offers the buyer a choice: to purchase a modification with a full set or to receive favorable credit terms for significant savings on the down payment.
Example 2. A client interested cyprus phone data in a trip to a resort is offered a choice between a luxury hotel with entertainment, a full range of amenities, and a cozy hotel in a quiet place with “pristine” nature.
The examples show sales techniques in which the client receives two options for offers that take into account different preferences and budget possibilities. Thus, in the case of vacations, both options include different living conditions and environments. It can be noted that the "Fork" technique is an effective sales tool.
As you can see, the client is given the opportunity to choose depending on his preferences and capabilities, and with any decision the counterparty makes, the seller achieves his goal - making a sale.
Here is an algorithm for the “Fork” technique for sales manager calls:
The buyer's needs are determined .
The manager studies the client's requests and preferences in order to offer him the best options. For example, if the car buyer values comfort during trips, the seller can offer two different configurations, taking into account the individual preferences and financial capabilities of the future car owner.
Presentation of suitable options .
The manager offers several options that meet the customer's needs. For example: "Please pay attention to the car modification with an extended warranty and service. We can also offer a configuration option with lower operating costs at a lower cost."
The benefits are revealed .
The manager explains in detail the benefits of each option, focusing on their compliance with the buyer's needs. This helps the client make an informed choice.
Confirmation of the decision .
After presenting the options, the manager invites the buyer to make a choice, providing sufficient time and information to make an informed decision.
Closing the deal .
The manager actively participates in the process of concluding a transaction, focusing on the option chosen by the client, and guarantees the satisfaction of his requests.
In order for the “Fork” technique to bring results, a number of points should be taken into account:
It is important to carefully study the client's requests and interests. This will allow you to select several options for offers that meet his expectations and requirements.
Clear and compelling arguments are needed. The specifics of each option should be explained in detail so that the client can make an informed decision.
Offers should be flexible and tailored to the buyer. Consider the uniqueness of each person. The range of options should correspond to the specific needs of the client and the circumstances of the transaction.
Avoid putting pressure on the buyer. It is important that the client feels free and independent when making a choice.