Carousel Sales Technique
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Stages of application of the sales technique for managers "Carousel":
Stage 1. Identifying the buyer’s needs .
The first step is to identify the needs and requests of singapore business email list the potential buyer. Based on the information received, the most suitable products for a specific client will be selected. For example, you can ask the buyer what problem he needs to solve?
Stage 2. Presentation of several proposals .
A potential buyer should be offered a range of products that meet his needs. The manager should explain each option in terms of its advantages and possibilities for solving the client's problem.
It is necessary to highlight the unique characteristics of all products, to demonstrate their comparative advantages against the background of similar market positions. At this stage, the manager will need information about competing companies and the current situation on the market.
Step 3. Highlight points related to the uniqueness of the proposals .
Step 4. Reveal the probability of combining different solutions .
If possible, the manager should demonstrate combinations of using different products to solve the consumer's problem and satisfy his needs.
Step 5. Detailed explanation of the proposals .
It is necessary to disclose to the buyer in detail the possibilities of using each product in order to satisfy his needs.
Stage 6. Product support .
The manager should offer the client consulting and technical assistance in choosing the best solution that will satisfy the customer's needs. The willingness to provide support in making a decision should be emphasized.
Step 7. Develop an action plan .
At the final stage, the manager discusses with the client the next steps in the event that the buyer shows interest in one or more presented products.
This sales method is based on the presentation of a series of offers, emphasizing their uniqueness and possible combinations. A detailed explanation of the different options allows the client to be provided with all the information necessary to make a purchase decision.
To illustrate the practical application of the Carousel technique, let's look at an example of selling software in the field of self-development and psychological assistance.
A psychologist or management consultant, using the technique described above, presents the client with a series of possible solutions.
"Hello, I suggest introducing you to software that is designed to solve issues related to self-development and providing psychological support. The program includes various functions that can help you. I will tell you about them in more detail. This will allow you to make the right choice."
The first module is designed for keeping an electronic diary. This function allows you to record your ideas, emotions and thoughts and develop plans to achieve your goals.
In the second module, the user gets access to a set of resources that allow them to find various ways to manage stress, recommendations for relaxation techniques aimed at increasing mental stability.
Using the third module, you can conduct online sessions with a psychologist or life coach who will help you work through your goals more deeply and resolve existing problems.
Let me go into more detail about each feature. This will help you choose the solution that is most interesting for you. Maybe you can already tell me about your preferences and requests?
The above algorithm of actions makes it possible to demonstrate various solution options to the client and help him choose products that best meet his expectations.
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Additional sales techniques for managers
Let's look at a few more techniques for managers:
FAB (HPV)
Sales techniques for FAB managers can be used at the product presentation stage. To achieve a good result, skills are needed to present the features of solutions from the point of view of their benefits for the consumer. It is necessary to develop sales scripts that the manager will use during communication with the client.
The peculiarity of this technology is that after presenting the product characteristics, the seller takes a break, during which the potential buyer can visualize the information received.
FAB (HPV)
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For example: "The climate control equipment that our company offers supports the heating function, which allows you to create a comfortable temperature in the room in any weather conditions. Such air conditioners not only allow you to reduce energy costs, but also prevent colds in the cold months. Is caring for the health of your loved ones important to you?" After such a presentation, the manager pauses.