Sales are a game that is the result of hero, sales is to pay. There is no transaction, and the good sales process can only be wind and snow. In the hearts of the salesperson, don't choose from. But the customer is always "not enough friends", often "selling Guanzi", the salesperson only unlocked the customer "heart" to achieve the transaction. Methods in this process is important, the following introduces several transactions to eliminating customers:
1. Customers say: I have to consider it.
Countermeasure: Time is money. Not to be missed.
(1) Inquiry method:
Usually in this case, customers are interested in products, but maybe not figure out your introduction (such as: a detail), or have difficulty words (such as: no money, no decision-making power) dare not decision, then Rest the word. Therefore, it is necessary to use the inquiry method to clear the reason, then the subject of the disease, the drug to the disease. Such as: Mr., where I didn't explain it, so you have to think about it?
(2) hypothesis:
Suppose it is, what is the benefits (or happiness), if you don't pay immediately, it may lose some interest (painful), and use people's hypocrite to quickly promote transactions. Such as: a certain sir must be very interested in our products. Suppose you purchase now, you can get × × (external gift). We will come once a month (or one promotion), now there are many people want to buy this product, if you do not decide in time, will × × ......
(3) Direct method:
By judging the situation of the customer, it is straightforward to the customer, especially when the problem of men buyers, the direct method can force him to force him to pay. Such as: × × Mr., saying that it will be the problem of money? Or you are eating, want to avoid me?
2, the customer said: too expensive.
Countermeasures: One penny is a purchase, in fact, it is not expensive.
(1) Comparison method:
1 Compare with similar products. Such as: Market × × brand × × money, this product is much cheaper than the ×× brand, the quality is better than the × × brand.
2 Compare with other items of the same value. Such as: × × money can now buy a few things such as A, B, C, and D, and this product is what you need now, now buy a little is not expensive.
(2) Disassembly method:
Unpacking several components of the product, some of the partially explained that every part is not expensive, and it is more cheap.
(3) Average method:
Put the product price to monthly, weekly, every day, especially for some high-end clothing sales. How many days can I wear in general costumes, and how many days can we wear, average to every day, and buy expensive brand obviously cost-effective. Such as: How do you use this product? Press × × annual calculation, ×× month × × 星, how much is the actual daily investment, you can get this product, value!
(4) Praise:
Through praise, customers have to pay for their faces. Such as: Mr., I will know that I usually pay attention to × × (eg, instrumentation, life taste, etc.), will not be able to buy this product or service. 3, the customer said: the market is not booming.
Countermeasure: Buy when you are not booming, sell it when you are booming.
(1) Justice:
Smart people have passed a trick: When others sell, the winners buy; when others buy, the winners sell. Now decision-making requires courage and wisdom, many successful people have established their successful foundation when they are not booming. By saying that the buyer is smart, there is wisdom, it is a successful person's material, please, please, if you have to forget the wallet!
(2) Small method:
The boom is a big macro environmental change. It is unable to change. For everyone in a short period of time, all "look". This will diminish things, it will be treated with big things, and the impact of macro environment on transactions will be reduced. Such as: There are many people to talk about the market, but they have no big impact on us, so they don't affect the purchase of ×× products.
(3) Illustration method:
The example of the first person, the example of the successful person, the example of the side, and a class of people's group's common behavioral examples, the popular examples, the leadership example, and the example of the idol, let the customer yearning, impulsive, Buy immediately. Such as: Mr. XX people × × time bought this product, how much it feels (what is the evaluation, what changes he have). Today, you have the same opportunity to make the same decision, are you willing?
4, the customer said: Can you not be cheap.
Countermeasure: price is the embodiment of value, cheap and no good goods
(1) Dramation:
Trading is a kind of investment, there is a loss. It is not comprehensive in the price to purchase decisions, and the price of light will ignore quality, service, product added value, etc., this is a regret for the buyer itself. Such as: Do you think a certain product investment has too much investment? But there is too little investment, and there is too much investment, which makes it pay more, because the products you purchased cannot meet the audit time (some additional features that cannot be enjoyed).
(2) Basede method:
This price is that the product is currently the lowest price in the country. It has already reached the bottom, you have to be less, we can't do it. By showing the bottom card (it is not a bottom card, there is still 100,000 miles from the bottom card), let the customer think this price is rational, buy it.
(3) Honest method:
In this world, there are very few opportunities to spend a lot of money, buying the highest quality products, this is a truth, telling customers that there is not this luck. Such as: If you really need a low price, we don't have it here, according to us, there is no other place, but have some ×× products, you can look at it.
5, customers say: other places are cheaper.
Countermeasure: Good service. Now the fakes are flooding.
(1) Analysis:
Most people often understand the three things: The first is the quality of the product, the second is the price of the product, the third is the after-sales service of the product. In these three rounds, the analysis is changed, and the concerns of the customer have dispelled and doubts, let it "unique flowers." Such as: × ×, it may be true, after all, everyone wants to buy the highest quality item with the least amount of money. But our service is good, you can help × ×, you can provide × ×, you can buy in other places, there is no so many service items, you have to spend money, please ask people to do × ×, this is delayed your time And there is no savings, or we are more appropriate. (2) Steering method:
Don't say your advantage, turn to the vulnerability of other places, and repeatedly say that the customer's mental defense is destroyed. Such as: I have never found that the company (other places) can provide the highest quality products at the lowest price, but also provide the best after-sales service. I × × (relative or friends) I bought × × last week, I didn't use it for a few days, and no one was repaired. I didn't have good attitude ...
(3) Reminder:
Remind customers that they are now flooding, don't pay attention to it. Such as: for your happiness, excellent quality and high service and price do you choose? Are you willing to sacrifice the product? What if I bought a fake? Do you want to do our company's good after-sales service? Mr. ××, sometimes we invest more, to get our real product, this is also quite worthy, do you speak right?
6, customers say: There is no budget (no money).
Countermeasure: The system is dead, people are alive. There is no condition to create conditions.
(1) Preview method:
Explain the benefits of the product to the customer, urge the customer to budget, and promote the purchase. Such as: × ×, I know a career of a perfect management needs to carefully budget. The budget is an important tool to help the company reach the target, but the tool itself must have flexibility, do you speak right? ×× products help your company improve performance and increase profits, you still adjust budget according to actual conditions!
(2) Caring method
Analyzing products can not only bring benefits to the purchaser itself, but also bring benefits to people around them. Buying products can get boss, family's favorite and appreciation, if not buy, will lose a chance to make a performance, this opportunity is very important to buyers, lose, pain! Especially for some company procurement departments, you can tell them that competitors are in use, what is the benefits have been generated, and they will not buy it later.
7, customers say: Is it really worth having money?
Countermeasure: Suspected is that the sure is sure behind it.
(1) Investment method:
Doing a purchase decision is a kind of investment decision. It is difficult to make correct assessments for investment expectations. They are gradually experienced in use or use, and feel the benefits of products or services. Since it is an investment, it is necessary to see how it will be, now there is only a small part of the role, but the future has a lot, so it value!
(2) Refutation method:
Using refuting, let customers firmly have their own purchase decisions correct. Such as: You are a unique person, do you doubt yourself now? Your decision is implied, you don't trust me, don't you believe yourself? (3) Affirmation method:
value! Come and analyze the customers to disperse the customer's concerns. It can be compared to analysis, and the analysis can be dismantled, and it is also an example.
8, customers say: No, I don't want ...
Countermeasure: My dictionary has no "no" word.
(1) Buffling method:
Blowing is big, the bragging in the market is not to let the salesperson say that there is no factual basis. Instead, by bragging the determination of salesperson sales, but also let customers have more understanding of themselves, let customers think that you have an advantage in an expert. Relands to reach a transaction. Such as: I know that you have many reasons every day to get rid of a lot of salesmen to let you accept their products. But my experience tells me: No one can tell me, saying that we are finally a friend. When he said to me, he is actually not to say that it is about to go (the benefits).
(2) More than the heart:
In fact, the salesperson sells products to others, rejected, can tell their true situation and feelings to share with customers, with the compassion of customers, to make a pity, and promote buying. Such as: If you have a product, your customers like it very much, and I want to have it, will you let customers say to you because of a little problem? So × × Mr. I will not let you not tell me today.
(3) Dead Working method:
We said that it is victory, in the process of marketing, without you ask customers, customers say what products are. Customers always have the general cause of anti-and reject others, so the salesperson must persistently and continuously sell customers. At the same time, if the customer refuses, the salesperson retreats, the customer will not leave anything about the salesperson.
[to sum up]
The method is how to skill, the method is shortcut, but people who use methods must be familiar with life. This requires the salesperson to consciously use these methods in the daily marketing process, and achieve the effect of "conditional reflection". When the customer is suspected, the brain does not need to think, and the method should be exported to the method. At that time, in the heart of the customer, it was really "except for the transaction, there is no choice"!
