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 following description of several customers doubt transaction method: -
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1, the customer said: I want to think about it. -
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responses: time is money. Opportunity makes the thief to. -
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(1) inquiry method: -
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usually in this case, the customer interested in the product, but you could not figure out the introduction (such as: certain details), or hiding something (such as: no money, no decision-making power) not making , then there are quite off the words. So to clarify the reasons for the use of inquiry method will then prescribe the right medicine to cure the patient. Such as: Sir, I have in the end is where we explained, so you say you have to consider? -
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(2) assuming method: -
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assume immediately the transaction, the customer can get any good (or happiness), if you do not immediately deal with the hand may lose some of the benefits (the pain), the use of the hypocrisy of people quickly to 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 promotion), there are now many people want to buy this product, if you do not timely decisions, ... ... -
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(3) direct method: -
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by determining the customer's situation, straightforward question to the customer, especially for men there is a question of money the buyer, the direct method can shock 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 -
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2, the customer said: too expensive. -
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responses: you pay for, in fact, is not expensive. -
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(1) Comparative Law: -
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① compared with similar products. Such as: market brand × × × × money, this product is more attractive than the × × brand cheap, quality is also better than the × × brand. -
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② other items with the same value to compare. Such as: × × money can now buy a, b, c, d and so a few things, and this product is that you need most now, not now buy a little expensive. -
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(2) break up method: -
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the product of several component parts apart,christian louboutin simple pumps, some part of the explanation, each of which is not expensive, the more cheaper together. -
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(3) average: -
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the price allocated to monthly, weekly, daily, especially for some of the most effective high-end apparel sales. Generally only wear clothing to buy the number of days, and buy a brand you can wear a number of days, on average every day more, buy expensive brand name is clearly cost-effective. Such as: You can use this product many years? Calculated by × × years, × × × × a 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 method: -
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praise by customers had to face the pocket. Such as: Sir, look you know usually very focused × × (such as: instruments, quality of life, etc.) you, will not be reluctant to buy the product or service. -
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3, the customer said: the market downturn. -
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Responses: downturn to buy, sell good times. -
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(1) please the method: -
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wise disclose a trick: When people are selling, buying successful; when others are buying, selling winners. Now decisions need courage and wisdom of many very successful people are in a recession, when the establishment of their success. By said purchaser smart, intelligent, successful people and other materials, to please the customer, get carried away when out of the wallet! -
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(2) of the small law: -
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boom is a big change in the macro environment, a single individual can not be changed, for everyone in a short time or step by step, all This will dilute the matter, will trivialize to deal with, the transaction will reduce the impact of the macro-environment. Such as: a lot of people these days talking about the market downturn, but for us personally, but no major impact, so that it will not affect your buying × × products. -
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(3) examples of methods: -
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cite previous examples, cite successful examples, cite examples 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, impulse, Buy Now. Such as: Mr. X, × × × × time people buy this product, how are you feeling after use (have any comments on what changes he has). Today, you have the same opportunity to make the same decision, will you? -
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4, the customer said: can not cheaper. -
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measures: price reflects the value, no good cheap goods -
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(1) gains and losses method: -
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trading is an investment, the gains will lose. Simply the price to make a purchase decision is not comprehensive, just look at the price, it will ignore 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, too little investment, so you pay more, because you purchased the product can not achieve the award period to meet (can not enjoy products, some additional features). -
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(2) cards method: -
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This product is currently priced at the lowest price, has come to Dier, you want to be lower, we really can not. Through bluff (in fact, not cards, there are thousands of miles away from the cards), allow customers to feel that this price is reasonable, buy Debu loss. -
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(3) honest method: -
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in this world there is little opportunity to spend a little money to buy the highest quality products, this is a truth to tell customers there is not such a chance. Such as: If you do need a low price, We do not have, we understand that other places do not, but there's a little expensive × × products, you can look at. -
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5, the customer said: somewhere else cheaper. -
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measures: service price. Now proliferation of counterfeit goods. -
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(1) Analysis: -
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Most people make buying decisions, often about three things: the first is product quality, and the second is the product price, and the third is the product of service. Shifts in these three areas to analyze, to dispel the concerns of the customer in mind with doubt, it Such as: × × President, it may be true, after all, everyone wants the least amount of money to buy the highest quality products. But the service is good here, can help to × ×, can provide × ×, you buy elsewhere, not so much service, you have to pay someone to do his × ×, so they waste your time , but not to save money, or more appropriate here. -
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(2) shift method: -
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do not say their advantage, turning an objective and fair to say that other parts of the weak, and kept saying repeatedly, destroying psychological defense customers. Such as: I have never found: that company (elsewhere) at the lowest price providing the highest quality products, but also to provide the best service. I × × (relatives or friends) last week, where they bought × ×, useless on the bad days,oakley frogskins, and no one repairs, look for past bad attitude ... ... -
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(3) to remind the law: -
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remind customers of the proliferation of fake now, not to seek cheaper and more harm than good. Such as: For your happiness, high quality service and excellent price aspects which one do you choose? You are willing to sacrifice the quality of products but only cheaper? How to do if you bought a fake? You are willing to do our good after-sales Services do? × × President, sometimes we invest a little more to get what we really want the product, which is quite worth it, you say it? -
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6, customers say: No budget (no money). -
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responses: the system is dead, people are living. No conditions can create the conditions. -
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(1) forward-looking method: -
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product can explain the benefits of listening to customers, urging customers to budget and contribute to the procurement. Such as: × ×, I know the cause of a sound management requires careful 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 performance and increase profits, you still to adjust the budget according to actual situation it! -
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(2) Psychological laws -
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analysis products can not only bring benefits to the buyers themselves, but also bring benefits to the people around. Purchase can be the boss,supra sneaker, family like and appreciate, 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 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 spy, is certainly suspect behind. -
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(1) Investment Act: -
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make buying decisions is an investment decision, it is difficult for ordinary people to make the right investment is expected to assess the effects are in the process of applying to use or come to realize and feel the products or services to bring their own interests. Since the investment, we should see more of what will happen, and now perhaps only a small part of the role, but play a significant role in the future, so it was worth! -
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(2) refute the law: -
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use counter for customers to strengthen their buying decision is correct. Such as: you are a discerning person, you can now do suspect it? Your decision is wise, nothing you do not trust me, you do not believe they do? -
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(3) positive law: -
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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. -
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8, customers say: No, I do not ... ... -
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response: My dictionary has no -
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(1) bragging method: -
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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 determination of sales, while allowing customers to have more understanding of their own, so that customers believe that you have an advantage in some ways, is an expert. Trust deal. Such as: I know there are many reasons to shirk your day a lot of salesman you accept their products. But my experience tells me: no one can say no to me, to 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) than the Heart: -
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fact salesman sell products to others, rejected, can be their true situation and feelings to share with customers speak out, to win the sympathy of the customer, have compassion, contribute to the procurement. Such as: If there is a product your customers love, and want very much to have it, you will not be because a little problem and let the customer you would not? × × so today I will not let you, Mr. I say no. -
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(3) die grinding method: -
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We say that the persevering, in the marketing process, not as you ask the customer, the customer to say what the product. The customer is always subconsciously enemy defense and refused to others, so the sales staff to persevere, continue to sell to customers. If a customer refuses a while, the salesman on the retreat, customer sales staff will not leave any impression. -
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[Summary] -
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method is skill, 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 conscious use of these methods, field practice, to When the customer doubts what happens, the brain does not require thinking, our approach to Chukouchengzhang. By that time, the customer's mind really is,
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