We can define that sales techniques are lon methods that are used in the business environment to market a product or a service, this as other techniques are developed and perfected with practice.
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We can and must make use of psychology to discover and know the reasons that lead the public to buy or acquire our service.
It is advisable to know and handle a minimum of sales techniques to apply in the negotiation situation that arises, that is why we will see below some of the most useful models.
SPIN Technique
With this technique we will ask the correct questions to know the specific needs of the client and you know what benefits we can provide.
The steps to follow in the SPIN technique are (Situation, Problem, Implication and Benefit)
Situation:
In this instance we must ask those open questions to get to know our client, their way of life, their objectives, and the referent to empathize with their situation.
Issue
Identifies and locates those issues that the person wishes to improve regarding their challenges. Here we ask more concrete and more specific questions oriented to the product or service that we want to sell.
Implication
Let's show the consequences of NOT having solved the problem and from there we show those opportunities that you may lose.
Benefit
Mention in an attractive way the benefits and offers that your client can acquire, this is NOT necessarily the monetary value, let's focus on emotions.
Exercising this technique will be very useful and can be applied in any context.
Podemos definir que las técnicas de ventas son lon métodos que se utilizan en el ámbito empresarial para comercializar un producto o un servicio, esta como otras técnicas se desarrollan y llegan a perfeccionarse con la práctica.
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