If you like science or were a fan of the series The Big Bang Theory, you’re probably familiar with Schrödinger’s cat experiment. Do you remember what happened to the feline? It was alive and dead at the same time and the truth was only known when the box where it was locked was opened along with a container of lethal poison. This theory is applicable to many things in life, telemarketing data uncertainty is a universal feeling that has inspired scientists, philosophers, poets and adventurers, and the answer is always the same: to have a positive result in life, the secret is strategy. Have control!
Negotiation techniques: less uncertainty, more conversions
In your business, every time you capture a lead and start a new conversation via WhatsApp, a whole new story is written. Each conversation with each client not only brings you sales (i.e. profits) but also small and large lessons! It is the most valuable currency in the world: experience.
There are only five minutes between making a sale or losing the customer forever. Generating a conversion requires a small push, but it must be powerful. The key is to strategically use certain negotiation techniques that include discursive elements, effective use of time, best digital marketing practices in the manufacturing industry tools and technology. It is a multidisciplinary cocktail.
In a digital business, sellers must convince users to buy their products or services, but with a small disadvantage compared to physical sales: you cannot identify customers’ reactions in real time and it is often difficult to retain their attention.
3. Sales techniques on WhatsApp with examples
For this reason, it is essential to use negotiation techniques specifically created for WhatsApp sales, and thus give less weight to uncertainty, have greater control and increase the chances of success. But be careful! It is not about following a script to the letter and dehumanizing the conversation, but about going with a firm step and a clear horizon, paying attention to your instinct and experience. Let’s look at these 3 sales techniques that are pure strategy!
1.- SPIN trading method
The SPIN negotiation method is a sales and negotiation technique that can be perfectly applied via WhatsApp and is based on asking questions to understand the client’s needs and motivations and, from there, presenting solutions that satisfy those needs. The acronym “SPIN” refers to the four categories of questions that should be asked during the negotiation process:
- Situation: Questions to understand the customer’s current situation and context. For example (if our business is a skincare brand): What type of skin do you have? What skincare products have you used in the past?
- Problem: Questions to identify the problems the client is facing and the difficulties they are experiencing. For example: What issues have you recently experienced with your skin? What are the main concerns you have about your complexion?
The SPIN negotiation method is an effective technique for establishing a relationship of trust with the client and presenting solutions that fit their needs and motivations. By asking relevant questions and listening carefully to the answers, negotiators can demonstrate that they understand the client’s needs and present solutions that effectively meet those needs.
2.- AIDA Method
The AIDA negotiation method is a sales technique that relies on four stages to persuade a potential customer to take a specific action, such as making a purchase or hiring a service. It is easy to adapt this technique to your WhatsApp sales. The acronym AIDA stands for Attention, Interest, Desire and Action, and represents the four stages of the technique.
- Attention: In the first stage, the goal is to grab the prospect’s attention and capture his interest in the sales offer. The salesperson must be able to highlight the benefits of the offer and make the prospect interested in it. For example: “Welcome to Hotel ABC! Are you looking for a room for your next stay in our city?”
- Interest: In the second stage, the goal is to keep the prospect interested in the offer and provide detailed information about it. The salesperson should be able to answer any questions the prospect may have about the offer. Example: “We have a wide variety of rooms available, from standard rooms to deluxe suites. All of our rooms feature modern amenities and are designed to provide a comfortable and relaxing experience.”
3.- Use a CRM
More than a technique in the strict sense of the word, this is a technological tool that will revolutionize the way you serve your customers on WhatsApp. With CRM you can easily implement classic online sales negotiation techniques such as not making your customers wait (because it centralizes messages and assigns them to available agents), always answering no matter job data the time or day (with automatic responses and the chatbot), personalizing the experience (because a CRM is capable of segmenting, saving a contact list and generating reports), among others.
Looking to optimize your WhatsApp sales techniques? Give Whaticket a try
Keep your cat alive! At Whaticket we offer you the best multi-agent WhatsApp service in Latin America, and we also include Facebook Messenger and Instagram Direct, all of this to take communication with your clients to another level.