Timely shot: Being good at identifying and grasping the opportunity of the transaction, reaching a transaction. (1) What is the opportunity to identify the transaction? For example, the customer is inquiring the performance, characteristics, quality, then asked the product price, and did not say any questions, then talked about some of the problems of after-sales service. At this time, the transaction opportunity has appeared, and the after-sales service proposed by the customer will answer, the transaction has been water to the streak! The customer will only mention what questions only for the price, and the transaction will appear. At this time, the salesman only needs to explain to the customer "Good value for money," value for money ", and cancel the customer's suspicion of the price, it can be transaction immediately. Or after a multi-wheel bargain, let's make a little profit, and tell the customer This is already my limit, don't miss the opportunity. (2) Skull words have such statistics in retail school: 20% of customers are planning to buy some kinds of products, 80% of customers are temporarily producing to buy desires, and make decisions. It can be said that most customers are randomly purchased, and the salesman's influence is large, the salesman's introduction is an important basis for its purchase decisions. The salesman also affects customers through language, conversation, and question. Through some cases that have not been sold, it can be clear that there is no identification of the transaction opportunities, and there is no use of conversation, and the technique of questioning is used to promote transactions. So sometimes, we also said: "There is no transaction, that is, you don't say it, don't say good." A, the most common conversation skills: "Two-point" Talks, that is, you only provide two options to customers. No matter which one, it has forced the other party to pay. Example 1: Ask customers a, "Do you buy a bag or buy a ** product?" B, "Do you buy a two-piece ** product?" Example 2: When the customer Q: "** Product, now Is there a red? "Salesman replied:" No "(wrong answer) Salesman answer:" There are two kinds of yellow and blue, these two colors are very good. "In addition, as much as possible with affirmation ask. Example 1: "Do you have any contact number?" (Wrong) "What is your contact number?" (Correct) Example 2: "Do you want ** Product?" (Wrong) "Do you want a few ** products? "(Correct) B. If you quote others, touch our customers, tell your customers, say that the evaluation of you selling products is sometimes useful. Example 1: Sometimes sales are deadlocked, then just come in a customer say: "Use ** products, good effect." The situation changed in the situation. Example 2: When doing terminals, use large users, a well-known store, and evaluate the impressive customer. 7, the processing skills after-sales details After the processing of the details of the sales process is an important part of the sales process, it is related to whether it is truly sales and second purchase. It involves contract, payment, after-sales tracking, market operation, etc. Here I mainly talk about how to build a friend with customers through after-sales details? Develop customers to friends, partners. "Advisory" customer service, combined with customers.
