Sales is a results of Heroes game sales is to deal. There was no transaction, no material how good the sales process can only be spent snowy night wind. In the salesman's mind, in counting to the transaction, no alternative. But the customer is always so In this process is momentous, the following portrayal is excluded ...
sales is a results of Heroes game sales is to deal. There was no transaction, no matter how good the sales process can only be spent snowy night wind. In the salesman's mind, in addition to the transaction, no choice. But the customer is always so In this process is important, exclude the retinue description of several customers doubt transaction method:
1, the customer said: I want to think about it.
responses: time is money. Opportunity makes the burglar to.
(1) inquiry method:
usually in this case, the customer interested in the product, but you could not figure out the presentation (such as: certain details), or hiding someone (such as: no money, no decision-making power) not decision-making, then there are quite off the words. So to illuminate the reasons for the use of inquiry method will then prescribe the right medication to cure the patient. Such as: Sir, I have in the end is where we explained, so you say you must consider?
(2) assuming method:
imagine swiftly the transaction, the customer can get what benefits (or merry), if I were you quickly deal with the hand may lose some of the benefits (the ache), the use of the hypocrisy of people speedily to assist transactions. Such as: Mr. X, our products must be very interested naturally. Suppose you buy now, you can win × × (plus awards). We come once a month (or have a improvement), there are now many people want to buy this product, if you do not timely decisions, ... ...
(3) direct method:
by determining the customer's situation, straightforward answer to the customer, especially for men there is a answer of money the buyer, the direct method can impact him, forcing him to pay the bill. Such as: × × President, really, would not be a money problem? Or shirk it you are in, you want to escape me
2, the customer said: too expensive.
responses: you pay for, in fact, is not expensive.
(1) Comparative Law:
① compared with alike products. Such as: market × × × × brand of money, this product cheaper than the brand more acceptable × ×,
Nike Shox Norge, × × brand than the quality also good.
② other items with the same value to contrast. Such as: × × money can now buy a, b, c, d and so a few entities, and this product is that you need most now, not now buy a little expensive.
(2) wreck up method:
the product of several component parts individually, some part of the explanation, each of which is not expensive, the more cheaper together.
(3) average:
the cost dispensed to every month, newspaper, daily, primarily fhardly everme of the maximum effective high-end apparel sales. Generally only dress clothes to buy the digit of days, and buy a brand you can dress a number of days, on mean every daytime more, buy expensive mark appoint is apparently cost-effective. Such as: You can use this product many years? Calculated by × × years, × × × × a week on the actual daytime of the investment is how much you spend every × × money, you can get this product, amount!
(4) Praise method:
compliment by customers had to face the pocket. Such as: Sir, look you know commonly very focused × × (such as: instruments, quality of life, etc.) you, will not be reluctant to buy the product or service.
3, the customer said: the mall downturn.
Responses: downturn to buy, sell good times.
(1) amuse the method:
clever people unveil a trick: When people are selling, buying successful; when others are buying, selling victors. Now decisions absence spunk and knowledge of many very successful people are in a recession, when the establishment of their success. By said consumer smart, intelligent, successful people and additional matters, to please the customer, get carried away while out of the wallet!
(2) of the small law:
the macro-economy is a big environmental changes, a unattached individual can not be changed, for everyone in a short time or step by step, all This will reduce the matter, will trivialize to deal with, the transaction will dwindle the impact of the macro-environment. Such as: a lot of people these days talking about the market downturn, but for us individually, but no major impact, so that it will not influence your buying × × products.
(3) examples of law:
citation before examples, citation successful examples, cite examples nigh, give a class of examples of prevalent behavior of groups of people, give a renowned example, give examples of mastery, give examples of idol singers, so that customers appetite, impulse, Buy Now. Such as: Mr. X, × × × × time people buy this product, how are you feeling later use (have any comments on what changes he has). Today, you have the same opportunity to make the same decision, will you?
4, the customer said: can not cheaper.
measures: price reflects the value, no good low goods
(1) gains and losses method:
trading is an investment, the gains will lose. Simply the price to make a purchase decision is not comprehensive, just see at the price, it will bypass the quality, service, value-added products, etc., which to buy themselves a pity. Such as: Do you think too much you invest in a particular product? Too little investment, but also has his problems,
Nike Shox R6, also little investment, so you pay more,
Billige Nike Shox, because you purchased the product can not accomplish the reward period to encounter (can not enjoy products, some annexed traits).
(2) cards method:
products currently in this price is the minimum price the country has come to Dier, you want to be lower, we really can not. Through bluff (in truth, not cards, there are thousands of miles away from the cards), allow customers to feel that this price is reasonable, buy Debu wastage.
(3) frank method:
little in this earth have the opportunity to spend a little money to buy the highest quality products, this is a fact, there are chances to tell customers not to psychology. Such as: If you do need a low price, We do not have, we understand that other areas do not, but there's a little expensive × × products, you can look at.
5, the customer said: elsewhere else cheaper.
measures: service price. Now proliferation of counterfeit goods.
(1) Analysis:
Most people make buying decisions, constantly about 3 things: the first is product quality, and the second is the product of price, and the third is the product of service. Shifts in these three districts to examine, to dispel the concerns of the customer in mind with mistrust, it Such as: × × President, it may be true, once and for all, everyone wants the fewest value of money to buy the highest quality products. But the service is good here, can aid to × ×, can provide × ×, you buy elsewhere, not so much service, you must disburse someone to do his × ×, so they consume your time , but not to save money, or more applicable here.
(2) shift method:
do not say their convenience, turning an objective and fair to say that other parts of the feeble, and kept saying again, devastating psychological defense customers. Such as: I have not found: that enterprise (somewhere) at the lowest price providing the maximum quality products,
Nike Shox R4, but likewise to provide the best service. I × × (relatives or friends) last week, where they bought × ×, useless on the bad days, and no one repairs, look in quondam wrong opinion ... ...
(3) to remind the statute :
proliferation of counterfeit goods now to remind customers not to quest cheaper and more injure than good. Such as: For your happiness, tall quality service and excellent price aspects which one do you select? You are compliant to martyrdom the quality of products but only cheaper? How to do whether you bought a counterfeit? You are compliant to do our good after-sales Services do? × × President, occasionally we provide a little more to get what we really want the product, which is very worth it, you say it?
6, customers say: No budget (no money) .
responses: the system is dead,
Nike Shox TL3, people are living. No conditions can build the conditions.
(1) forward-looking method:
product can explain the benefits of hearing to customers, urging customers to allowance and contribute to the procurement. Such as: × ×, I know the occasion of a sound treatment requires cautious budgeting. Budget is to help companies achieve their goals an important tool, but the tool itself to be flexible, you say it? × × products can help your company improve rendition and mushroom profits, you still to modify the budget according to actual situation it!
(2) Psychological methods
thinking products can not only bring benefits to the purchasers themselves, but also bring benefits to the people around. Purchase can be the employer, family favor and laud,
Nike Shox Monster, if you do not buy, will lose a performance opportunity, and very important for buyers, lost, the pain! Especially for some of the company's purchasing department, you can tell them to opponents In use, what benefits have been produced, not to buy will be guiding get behind.
7, customers say: it actually value that much money you?
responses: suspected spy, is naturally guess backward.
(1) Investment Law:
make purchasing decisions is an investment decision, it is tough because mediocre people to make the right investment is expected to appraise the effects are in use or the use of the process of gradually know and feel the product alternatively service to bring their own interests. Since the investment, we should penetrate more of what will happen, and immediately maybe only a small part of the role, yet activity a meaningful role in the hereafter, so it was worth!
(2) refute the law:
use counter for customers to strengthen their buying decision is correct. Such as: you are a seeing person, you can now do suspect it? Your decision is advisable, naught you do not trust me, you do not believe they do?
(3) positive law:
value! analysis to the customer to listen again to dispel the concerns of customers. Can be analyzed, can be dismantled and analysis, but also for example evidence.
8, customers say: No, I do not ... ...
response: My dictionary has no
(1) bragging method:
bragging is lying, bragging in the process of selling the salesman said not to make unfounded, then bargain, then. Salesman but by bragging that the resolve of sales, while granting customers to have more understanding of their own, so that customers trust that you have an advantage in a large part, is an expert. Trust deal. Such as: I know there are many reasons to shirk your day a lot of salesman you approve their products. But my experience tells me: no one can say no to me, to say no we finally became friends. When he told me to say no, he actually is about to hand the benefits (benefits) to say no.
(2) than the Heart:
salesman actually sell products to others, rejected, can be their true situation and emotions to share with customers talk out, to win the compassion of the customer , resulting in pity, endow to the procurement. Such as: If there is a product your customers love, and ambition very much to have it, you will not be for a mini problem and let the customer you would not? × × so today I will not let you, Mr. I say no.
(3) dead grinding method:
we say namely the persevering, in the marketing process, no as you inquire the purchaser, the customer to say what the production. The customer is all subconsciously enemy ward and refused to others, so the bargains staff to endure, persist to sell to customers. If a customer refuses a meantime, the salesman on the withdraw, customer bargains staff will not leave whichever impression.
[Summary]
is capability, is a shortcut, but the methods used must be familiar with London Health clever. This requires the salesperson to sell in the daily process of aware use of these methods, field train, to When the customer doubts what happens, the head does not necessitate calculating, our reach to Chukouchengzhang. By that time, the customer's mind really is,
Teach you {apt} {handle} with customers 24 kinds o
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