,

Los recursos más utilizados por los expertos para los cierres de un producto que te llevarán al éxito.

El cierre de ventas es uno de los factores más que importantes tanto como para un comprador como para un vendedor. En todos los establecimientos y en todos los lugares del mundo podemos ver una operación de cierre de ventas, cabe destacar que con distintos grados de profesionalidad.

Tipos de venta por cierre

El comprador en lo primero que se va a dirigir es en la calidad del producto y en su asequibilidad, todos sabemos que existen múltiples técnicas pero no les ponemos el nombre, he aquí la primera:

El Cierre invitacional: Incitar al cliente en la toma de ciertas ventajas, desventajas y beneficios del producto, aquí entra un tipo de cierre supeditado a, por ejemplo si una persona quiere un producto, tú como empresa puedes ofrecerle un descuento de este para que le salga más económico. De este modo consigues dos cosas: Que la persona se sienta agradada con lo que compra y con el vendedor.

Cierre anticipatorio de la posesión: Con esta técnica consigues que el comprador se sienta atraído a un más por el producto, utilizaremos frases como: “Con este coche se va a sentir el dueño de la carretera”, “Estas zapatillas van a hacer que tu rodilla no sufra tanto en las carreras”… Así en todas las facetas posibles.

Cierre de edición limitada o pocas unidades: Consiste en captar a una persona indecisa en comprarse o no el producto, simplemente tenías que intentar cerrar la venta con este recurso: “Actualmente este producto es el más vendido, me quedan pocas unidades y no sé si van a traer más hasta la temporada que viene”, con esta frase hacemos que el comprador se incite más por utensilio y realice la compra. Este método ha sido muy utilizado en el “boom” inmobiliario, cuando ibas a comprar un piso pero estabas indeciso y te decían: “Hay otra familia que está interesada también”.

Por otro lado, cabe resaltar que ahora que sabemos los tipos de cierre de ventas, es conveniente y  vital entrenar características como la positividad, felicidad, buena educación y simpatía del vendedor. Expertos como Jorge Martínez y Jurguen Klaric declararon que “El estado de ánimo influye en un 60% a la hora de realizar un cierre de ventas”.

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