Richard L. Sandhusen, Amazon.com is a good example of site sales. At this point, it should be noted that retail sites are those that are designed to move customers through the various stages of decision-making process, including: 1) asking questions that help to classify customers according to their needs or desires, then, referring to the page containing the product or service meets those needs or desires. 2) Providing information on products or services they need or want. 3) Comparing the features and benefits to other similar competition. 4) Providing a price or prices at which the customer can purchase the product or service (online). 5) Providing the means for the customer to make payment online (credit card, money through Western Union or bank transfer). ¡Business are business!
Definition of Selling Online:
In general, selling online can be defined as the online transfer of a product, service or idea to a buyer by paying an agreed price.
In a more detailed way, “when a company, organization or person uses a website (own or third party) to bring their products or services for sale, and then another company, organization or person using a computer connected to Internet to purchase products or services, we can say that the parties involved in an electronic transaction or sale online. ¡Business are business!
Consequently, selling online is to offer products, services, or other ideas through a website on the Internet, so that potential buyers can know what and what are its advantages and benefits through this website and if they are interested in, to make purchases online, for example, paying the price of the product with your credit card, then, received at the address provided (such as when purchasing books, hardware computers, toys, etc. …) or through an online download (in the case of digital products like software, books, pictures, etc. …).
The presentation of the sales message:
According to Prof. Philip Kotler “this step is to tell the story of the product to the consumer, following the AIDA formula to attract attention, maintain interest, and I get a lead in Action (purchase)”
The presentation of the marketing message should be tailored to the needs and desires of prospective customers. Today, those presentations do not work “canned” in which the seller had to memorize them and then “Recite” to the customer (who assumed a passive). Times have changed, today we must promote the active involvement of customers to achieve something more important than the sale itself, and is your complete satisfaction with the product purchased.
The presentation of the marketing message is based on a structure based on 3 pillars:
Product features: What is the product itself, its attributes
Advantages: That which does more than competing products
The benefits the customer: the customer what you are looking for a conscious or unconscious
Moreover, the objections and do not represent an obstacle to overcome by the seller, on the contrary are clear evidence of purchase (if the customer objects to something that is interested but needs to resolve before their doubts). ¡Business are business!
