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10 Classic Effective Paction Tips

2008/9/16 9:26:00 41827

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In the past seventeen years, as far as possible, I have been involved in all the paction information in books, magazines and magazines, and tested the skills that I think are reasonable.

Like cooking, every salesperson must choose the skills that he thinks best and proves best.

Some popular business skills can be traced back to nineteenth Century.

For example, there is a paction technique called "puppy dog", that is, let the prospective customer try out your product or service until he can't leave it (as if he is unable to part with a pet dog from a pet shop) and finally decides to leave the product.

There is a paction skill called "Ben Franklin", that is, you ask the customer to draw a line in the notebook, ask them to write a column of reasons for their willingness to purchase, and then write the reasons for not willing to buy it in another column.

There is a paction skill called "acute angle", which allows you to turn objections into reasons for buying.

For example, future customers: "I can't afford to pay the monthly fee."

Salesperson: "if we can allocate the money to a longer repayment period and reduce the monthly cost, will you accept it?"

There are also different combination skills of "walking away", "taking away", "only today" and so on.

As a professional, you must be a salesperson who will not be too stressed or even stressed.

You must not have any intention of manipulating other people's words and deeds, but endangering the maintenance of sales. A weak sense of trust on the basis of relationships.

You should act in an open and aboveboard manner for future customers. You must be able to use some deception to make customers feel compelled to do something against their best interests.

Never attempt to manipulate future customers in any way.

一、“我要考慮一下”成交法

After proposing a deal, there will be a decision to procrastinate customers, because all customers know these skills.

They will always say "I will think about it", "we have to put it aside", "we will not make a sudden decision", "let me think about it" and so on.

If you really hear your customers say this, I tell you that the customer is already yours.

If you have mastered this skill.

You can say, "Sir / madam, obviously you will not say that you have to think about it unless you are really interested in our products, right?"

After that, you must remember to leave time for your customers to respond, because their reactions usually give you a great help in your next sentence.

They usually say, "you are right. We are really interested. We will consider it."

Next, you should confirm that they really will consider, "Mr. / Mrs., since you are really interested, then I can assume that you will seriously consider our products right?"

Note that the word "consideration" must be slowly spoken and stressed in two tones.

What will they say?

Because of the way you are going to leave, you can rest assured that they will answer.

At this point, you should say to him, "Mr. and so, don't you say so, do you want me to go?"

I mean, you have to think about it, not just to avoid me.

When you say this, you have to show what kind of tricks they are playing. After they react, you must make clear and push them more forcefully.

You can ask him: "Mr. so and so.

What did I say just now or didn't explain clearly, which led you to say that you should think about it?

Is it the image of our company? "

You can give a lot of examples in the latter half, because this allows you to analyze the benefits that can be provided to them.

Until the end, you ask him, "is it possible for Mr. so and so to be serious about the possibility of money?"

If the other party decides that the money is really a problem, you have broken the "I will consider" law.

At this point, if you can handle well, you can get the business done, so you have to deal with it well.

Ask the customer whether there are other things beyond the money.

Before entering the next step, make sure that you actually encounter the last hurdle.

But if the customer is not sure if he really wants to buy it, don't rush to end the deal with money, even if it's a wise money decision for the client.

If they don't want to buy, how can they care how much it costs?

二、“太棒了，錢是我最喜歡的問題”成交法

I wonder if you have heard in your sales experience, "ah, the price is much higher than I expected", "I didn't expect to have such a high price" and so on.

In my seventeen years of sales promotion, I have heard of less than one hundred thousand times, but fortunately I learned how to break through this obstacle very early, so my performance is always the top of our company.

Now, I will give it to you.

The first step in this paction law is to determine the difference between the price of your product and the expected price of your target customer.

Now let's assume that the product you sell is a high-speed printer, the price is 10000 yuan, and the target price of your target customers is 8000 yuan. At this point, you must make sure that the price difference between you is 2000 yuan.

Unfortunately, our salesmen usually focus on the whole investment when they encounter the problem of "too expensive".

This is really a big problem.

In fact, once the price gap is determined, the money problem is no longer 10000 yuan, but 2000 yuan, because your customers will never get your products or services for no reason.

Now you say to your target customer: "so Mr. so, the price gap between us should be two thousand yuan, right?"

Now, I think we should handle the problem with the customer's mind carefully. "

We assume that the normal life of this high-speed printer is five years.

Bring your micro computer to your target customer and say to him, "Mr. so and so, our printer has a life span of five years. You have confirmed it, haven't you?"

"Well, now that we divide the two thousand yuan into five years, then the investment of your company is 400 yuan a year, right?"

"Very well, your company should have a printer for fifty weeks in a year, right?

If you divide four hundred yuan into fifty weeks, then your company's investment should be eight yuan per week, right? "

Now you say, "Mr. so and so, I know your company has a long working time and you work overtime frequently, so I assume that this printer should be used six days a week, which should be very reasonable, right?

If you can divide eight dollars into six, then what is the answer? "

"It's a piece of three". Remember this answer and let your customers say it, because at the end, your customers think it's ridiculous to quarrel with you another 30 Fen a day.

You smiled and said to your customer, "Mr. so and so, do you think we should let this company block 30 Fen a day to gain profits and increase output?

To impede this kind of speeding, printing machine for your expansion capacity? "

He replied, "I don't know."

You ask him again: "Mr. so and so, I would like to ask you a question. The function of this high-speed printer is complete, and it has the advantage of saving time. We have talked about its advantages. The profit that this machine creates for your company within a day should be more than that created by a minimum worker in one hour, right?"

Your customers will reply, "yes, I think so.

Because if he does not have conscience, he has no other choice.

Are you thinking, "Wow, it's really that simple."

Why is it not so simple?

I think I can be sure that as a salesperson, money is always the most common problem you encounter. In this case, you might as well apply this skill to your work, practice with your colleagues and partners, memorize every sentence, write down the number, and then use it.

I'm sure your sales figures will increase at an alarming rate. If you use this ending method or not, it will do no harm to your performance, but it will be a big problem if you don't study and use them.

Set the goal to use this and several other paction methods ten times, of course, every time when using it, we should try our best to sprint.

You will get some results.

Try ten times for each ending. You will gain a lot. If you try ten more times, you will soon be able to own your luxury villa and drive the Mercedes 6.

三、“不景氣”成交法

Many people are now living in fear, some are considered optimistic, others are stubborn, but most of them are swaying.

There is no doubt that thousands of influential people dare not make decisions in the news media.

Because many people are swaying in fear and optimism at this time - even in a minute - you can make decisions and release energy.

In the recession, the purpose of the paction law is here.

Next is the end method for the average person.

"Mr. so and so, many years ago, I learned a truth: successful people buy habit is like this, when others sell, buy, when others buy, sell.

Recently, many people talk about the market downturn, and in our company, we decided not to let the recession bother.