sales is a results-Hero of the game, sales is to deal. No transaction, no matter how good the sales process can only be spent snowy night wind. The hearts of the sales staff, in addition to the transaction, had no choice. But the customer is always so In this process, the method is very important, introduced the following exclusion -.
sales is a results-Hero of the game, sales is to deal. No transaction, no matter how good the sales process can only be spent snowy night wind. The hearts of the sales staff, in addition to the transaction, had no choice. But the customer is always so Method in this process is important, the following description of several transactions excluded customers method of doubt: -
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1, the customer said: I want to think about it. -
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Strategy: Time is money. Opportunity makes the thief to. -
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(1) inquiry method: -
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usually in such cases, customers interested in the product, but could not figure out is your presentation (such as: certain details), or there hiding something (such as: no money, no decision-making power) not making , then there are quite off the story. So to clarify the reasons for using inquiry method, and then prescribe the right medicine to cure the patient. Such as: Sir, in the end is where I have not explained clearly, so you say you want to think about it? -
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(2) hypothesis method: -
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immediately assume the transaction, the customer can get any good (or happiness), if not immediately the transaction, may lose some of the interests of hand (the pain), the use of the hypocrisy of people quickly facilitate transactions. Such as: Mr. X, our products must be very interested indeed. Suppose you buy now, you can obtain × × (plus gifts). We come once a month (or have a sales promotion activities), there are a lot of people want to buy this product, if you do not timely decisions, will ... ... -
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(3) direct method: -
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by judging the situation of customers, straightforward question to the customer, especially for men there is a question of money the buyer,
heartbeats by lady gaga, the direct method can shock him, forcing him to pay. Such as: × × President, really, would not be a money problem? Or you are in shirk it, you want to avoid me -
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2, the customer said: too expensive. -
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responses: you pay for, in fact,
monster beats dr dre, is not expensive. -
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(1) Comparative Law: -
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① compared with similar products. Such as: market × × × × brand of money, this product is much more attractive than the × × brand cheap, quality is also better than the × × brand. -
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② other items with the same value for comparison. Such as: × × money now can buy a, b, c, d and so a few things, but this product is that you most need now is not a bit expensive to buy. -
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(2) break up method: -
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the product of several component parts apart, the part of the part of the explanation, each part is not expensive, the more cheaper together. -
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(3) average: -
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price allocated to the monthly, weekly, daily, especially for some of the most effective high-end apparel sales. Buy only wear ordinary clothing of days, but can be worn to buy brand-name of days, every day on average compared to buy expensive brand name is clearly cost-effective. Such as: You can use this product many years it? Calculated by × × years, × × × × week on the actual day of the investment is how much you spend each × × money, you can get this product, value! - / p>
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(4) praise Act: -
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praise for customers by face and have to dig into their pockets. Such as: Sir, a look you know usually very focused × × (such as: instruments, quality of life, etc.) you, will not be reluctant to buy such products or services. -
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3, customers say: the market downturn. -
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Responses: recession, buying and selling on the economy. -
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(1) please the Act: -
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disclose a smart trick: When people are selling, buying successful; when others are buying, selling winners. Now that the strategy requires courage and wisdom of many very successful people are in a recession, when they established the foundation of success. Buyers by saying smart, intelligent, successful people and other materials, to please the customer, carried away out of the wallet when! -
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(2) of the Small Law: -
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macro-economic environment is a big change, a single individual can not be changed, in a short time for everyone, or step by step, all the This will dilute the matter, little to address the major issues, will reduce the impact of macroeconomic environment on the transaction. Such as: a lot of people these days talking about the market downturn, but for us personally, but no big impact, so that will not affect your buying × × products. -
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(3) case law: -
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cited previous examples of successful examples cited, cite the example around, give a class of examples of common behavior of groups of people, give a popular example, cite an example of leadership, give examples of idol singers, so that customers desire, impulsive, Buy. Such as: Mr. X, × × × × time people buy the product, how are you feeling after use (what is evaluation, what his change). Today, you have the same opportunity to make the same decision, would you? -
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4, the customer said: Can not cheaper. -
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Strategies: reflect the value of the price, cheap, no good goods -
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(1) gains and losses method: -
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transaction is an investment, gains will lose. Simply to make a purchase decision on price is not comprehensive, just look at the price, it will ignore the quality, service, value-added products, etc., which is a pity to buy themselves. Such as: Do you think too much investment in a particular product it? Too little investment, but also has his problems, too little investment, so to pay more, because your product can not be achieved to meet the award period (not enjoy products, some additional features). -
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(2) cards method: -
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the price of the product price is currently the lowest in the country, has come to Dier, you want to be lower, we do not. Through bluff (in fact, not cards, there are thousands of miles away from the hole cards), making customers feel that the price reasonable, buy Debu loss. -
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(3) Honesty Act: -
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little in this world have the opportunity to spend very little money to the highest quality products, this is a truth to tell customers not there this chance. Such as: If you do need low price, We do not have, we understand that other places do not, but slightly more expensive in the × × products, you can look at. -
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5, the customer said: somewhere else cheaper. -
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measures: service price. Now the proliferation of ########s. -
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(1) Analysis: -
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Most people, when making purchasing decisions, usually to understand three things: the first is product quality, and the second is the product price, and the third is the product of the service. Shifts in these three areas to analyze, to dispel the customer's concerns and questions in mind, it Such as: × × President, that may be true, after all, everyone wants the highest quality with the least money to buy goods. However, the service is good here, can help to × ×, can provide × ×, you are buying in other places, not so much service, you have to pay someone to do your × ×, so that your time and delay and no savings of money,
beats by dre studio, or more appropriate here. -
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(2) turning to the courts: -
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do not speak their advantage, turning an objective and fair to say that the weak elsewhere and repeatedly kept saying, destroying psychological defense customers. Such as: I've never found: that company (other places) can offer the lowest price highest quality products, but also to provide the best service. I × × (relative or friend), where they bought last week × ×, useless on the bad days, and no maintenance, look past a bad attitude ... ... -
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(3) reminder Method: -
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Now the proliferation of ########
advise customers not to seek cheaper and more harm than good. Such as: For your happiness, high quality service and excellent price aspects Which would you choose? You are willing to sacrifice product quality just to lower it? How to do if you buy a ########? You are willing to do our good after-sales service do? × × President, sometimes we invest a little more, to get the product we really want, which is really good, you say right? -
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6, customers say: No budget (no money). -
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measures: system is dead, people are living. No conditions can create the conditions. -
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(1) forward-looking method: -
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the benefits of the product can be heard explaining to customers, urging customers to budget, led to buy. Such as: × ×, I know the cause of a sound management requires careful budgeting. Budget to help companies achieve their goals is an important tool, but the tool itself to be flexible, you say right? × × products can help your company improve performance and increase profits, you are still to adjust the budget according to actual situation it! - p>
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(2) Psychological methods -
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analysis products can not only bring benefits to the buyers themselves, but also bring benefits to the people around. Buy the product can be superior, family like and appreciate, if not purchased, will lose a performance opportunity, the opportunity for buyers and very important, and lose, the pain! Especially for some of the company's purchasing department, you can tell them to competitors in use, what benefits have been produced, not to buy will be leading get behind. -
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7, customers say: it really worth that much money you? -
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Responses: suspected to be spies, doubt is definitely behind. -
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(1) Investment Act: -
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make purchase decisions is an investment decision, it is very difficult for ordinary people to make the right investment assessment of the expected results, are in use or application of the process come to realize and feel the product or service to bring their own interests. Since the investment, we should see more of what will happen, and now may be only a small part of the role, but play a great role in the future, so it value! -
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(2) refute the law: -
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use of rebuttal, customer faith in your purchasing decision is correct. Such as: you are a discerning person, you do doubt yourself now? Your decision is wise, does not matter that you do not trust me, you do not believe that they do? -
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(3) positive law: -
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value! again of listening to customers, in order to dispel the concerns of customers. Can be compared,
lady gaga heartbeats, you can break up analysis, but also for example support. -
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8, customers say: No, I do not ... ... -
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Responses: my dictionary there are no -
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(1) bragging method: -
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bragging is lying, bragging is not in the selling process, so the salesman said that if there is no factual basis,
dr dre headphones, then bargain. Salesman but by bragging that the determination of sales,
beats headphones, while customers have a better understanding of their own, so that customers think you have an advantage in some ways, is the expert. Trust deal. Such as: I know there are many reasons to shirk your day a lot of salesmen allows you to accept their products. But my experience tells me: no one could I say no, say no we eventually became friends. When he told me to say no, he actually is about to hand the benefits (benefits) to say no. -
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(2) ratio of the Heart: -
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fact salesman to sell products to others, was rejected, you can feel their true situation and speak out to share with customers, to win the sympathy of the customer, have compassion, to promote buy. Such as: If there is a product your customers love, and very much like to have it, you will not be because of little problems and let customers you say no? × × Mr. So today I will not let you For me to say no. -
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(3) die mill method: -
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us that persevering in the selling process, without you I asked the customer, the customer to say what the product. Customers always subconsciously enemy defense and refused to others, so sales staff to be persistent, continuing to sell to customers. And if a customer refuses, the salesman on the retreat, customer sales staff will not impress. -
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[Summary] -
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is skills, the method is a shortcut, but must be done using methods familiar London makes perfect. This requires the salesperson to sell in the ordinary course of a conscious use of these methods, site practice, to When the customer doubts what happens, the brain does not need to think our approach to export songjang. By that time, in the minds of customers, it really is,
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