What Are the Different Types of Retail Opportunities?

Sales opportunity refers to a collective term for a salesperson to realize the possibility of achieving their sales objectives because the environment often changes during the sales process.

Sales opportunity

Sales opportunities are diverse and complex. According to different criteria, sales opportunities can be divided into different categories. ^[1]

Sales opportunities generally have the following characteristics: ^[1]

Capturing sales opportunities has high requirements for the capabilities of all aspects of the sales staff. It requires sales staff to be able to collect and analyze information and materials that influence the changes in the sales environment in a timely manner to discover the possibility and specific content of sales opportunities; Require sales personnel to be on time to capture sales opportunities properly; Require sales personnel to play subjective initiative and creativity, be good at breaking conventions and create unique sales opportunities; Require sales personnel to pay attention to the principles of local conditions and research sales opportunities Space adaptability. ^[1]

Although capturing sales opportunities is not easy, it is not without its tips. Here are some tips for capturing sales opportunities:

1.Be careful

Every step of the sales process is extremely important to the salesperson. Properly handled by sales personnel may promote the emergence and formation of sales opportunities; however, if sales personnel are eager to achieve success and act recklessly, they may personally destroy the possibility of sales opportunities.

Therefore, the sales staff should keep calm in every step of the sales process, keep abreast of changes in the situation, use their common sense and experience, fully analyze and think, and then proceed cautiously. Don't open your mouth and act recklessly, causing customers to have a sense of distrust, or to lose purchasing confidence due to high pressure, thereby losing favorable sales opportunities.

2. Observe the color

In the sales process, sales opportunities are often latent, and are quite hidden, and will not be obvious, but they are not completely invisible. Customers' purchasing tendencies and willingness to close deals often appear from the customer's expressions, languages, behaviors, etc. Therefore, sales staff should be good at observing and distinguishing, and timely capture sales opportunities based on their own sales experience.

3. Listen more and talk less

As soon as the sales staff approached the customer, they immediately talked about it and wished to tell the customer all the advantages of the sales product. This is a big taboo for sales. Salespeople should listen to customers' opinions and requests with an open mind, and not just speak for themselves (should answer if necessary). This not only makes customers feel respected, which is conducive to creating a good sales atmosphere, but also can get sales leads and answers from the customer's speech, so as to control sales opportunities.

Step by step

Promotional transactions are simple and complicated, and complex transactions often require multiple rounds to complete. Therefore, sales staff should have sufficient patience and perseverance. Step by step, step by step, in accordance with each stage of the sales activities to seize the opportunity in a timely manner, adjust the method and content of sales work. Don't rush into success and undermine favorable sales opportunities.

5. Wait patiently

Patience is an important quality that salespeople must have. Quick success and quick profit, impulse to act can easily lead to sales failure. This is because customers do not have the impulse to decide whether to buy or not, how much to buy, and when to buy. He needs to weigh various objective factors, such as product characteristics, purchasing power, etc., while also being affected by subjective factors, such as good or bad mood. Therefore, the purchase decision process is an extremely complicated process and it does not happen overnight. The sales staff should be in the position of thinking for the customers, realize the customers' difficulties, and wait patiently for the opportunity.

In addition, both the salesperson and the customer have different habits and ideas, and the methods and procedures for considering issues and actions are also different. During the sales process, sales staff cannot impose their own procedures on customers, but should pay attention to their thinking and adjust themselves to match them. Therefore, having enough patience is the key to choosing the right time to compete. However, the sales staff should not just wait passively and play the role of pushing the waves at critical moments, so as not to delay the opportunity.

6, sit on the hill and watch the tiger fight

When someone makes a mistake, your chance may come. In the promotion activities, there are often various contradictions between the participants in the promotion, and these contradictions can often create rare opportunities for themselves.

First, take advantage of the conflicts between customers and competitors. When a customer complains to you about a competitor, you should take the opportunity to sell your products to customers, and you may succeed. Although this is the practice of falling into the rock, you must not give the customer the feeling of falling into the rock, so as to avoid customer dislike. Because your status as a competitor is more sensitive, you must grasp your attitude, do not resort to any means, and devalue the other party as useless, and pay attention to be based on facts to speak in order to be more convincing, so as to win customer trust and Feel good.

Second, we must take advantage of the contradictions between competitors. There are often various contradictions among competitors out of contention for benefits. Sometimes, the two sides will fight for you, depreciate each other in front of customers, and sometimes even lose money at a loss, and may end up losing both. In this case, you should observe calmly and keep your guard when the two sides are fighting fiercely. When the two sides are exhausted, wait for the opportunity to launch a sales offensive and win customers.

7, waiting for opportunity

Some special days and events are often a good time to sell goods. For example, China's traditional festivals such as the Spring Festival, New Year's Day, National Day and other major festivals, various sports events, commemorative activities, etc. may become a great opportunity to sell goods. Experienced sales staff can often make sufficient preparations in advance, draw up sales plans, and make perfect strategies, seize and use these opportunities, vigorously promote products, stimulate customer purchase desires, and promote product sales.

8. Environment setting

Sales staff can also create a good shopping environment for customers, and design counter placement according to the characteristics of the products, store decoration, lighting design, product packaging, background music, environmental sanitation and other environmental conditions to set off and highlight the products and enhance product competition. Ability to stimulate customers' desire to buy, thereby promoting product sales.

9, slow pace

The ability of sales staff to grasp the rhythm of sales is extremely important. When it is time to give customers a thoughtful balance, they should slow down the pace and give them a chance to breathe. And when the salesperson finds that there are signs showing the customer's intention to buy, they should seize the opportunity and persuade the customer to reach a deal.