What was the reason you did not choose this product?
What was missing during your visit so that you could make your purchase?
What aspects of the brand would you improve?
By asking these questions to the customer who did not make a purchase, the intention is not necessarily to lead them to conversion, but to listen to their feedback and build a relationship. This will get the user out of what they expect from a salesperson and with attention like this, they will be more likely to give the brand a second chance.
The advantages of collaborative selling include:
Optimization of the sales process and work on user objections.
Possibility of improving the product, based on bolivia phone data the needs of buyers.
Strengthen the relationship between prospects who did not identify with the brand, making them more likely to give it a second chance to make the sale.
Provide a better shopping experience and build lasting relationships with the consumer.
This sales technique can be applied effectively in digital businesses, through the tagging of abandoned carts in an e-commerce, making it possible to send an email to those users who postponed their purchase and renew the relationship with them.
Consultative selling
The consultative sales method is a technique that turns the seller into a consultant, so that through knowledge of their needs, the user is given advice or guidance that allows them to make their purchase.
This methodology emerged in 1970 from the mind of salesman Mack Hanan through his book Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels and although at the time it was not one of the most popular sales techniques , today it is applied in millions of businesses around the world.