BT Sales Techniques That Customers Can't Refuse (With Cases)

Making customers unable refuse You have to keep customers passionate about products. Salespeople often feel like they are here. Passionate But the customers are already absent-minded. Now teach you how to control conversation, how to keep customers passionate, so that customers can not refuse your sales speech.

Do you often feel that you are passionate about this place, but the customers are just careless? Control talk How to create a more active customer.

In sales development and promotion, every communication with customers is a great opportunity cost. Communication is often regarded as information exchange, which seriously distorts the goal of communication, especially sales communication. Only by doing the role of information exchange and belief stimulation in every sentence can the communication be powerful and complete, which is not a waste of opportunity cost. Sale Communicate.

A real conversation master can always arouse the enthusiasm and enthusiasm of the other person, so that he is willing to listen and prolong the communication time, especially when communication does not feel tired and produces corresponding attraction. Therefore, marketers need to learn to communicate with customers. secret 。

　　 First, the use of dynamic dialogue in Q & a communication.

In communication, customers naturally have doubts. If customers ask questions, this is actually the best time to communicate effectively. But many sales people did not seize this opportunity. A bad salesperson would be afraid of asking questions, or being afraid of being unable to stand up and showing up. However, the customer's question is only a reflection of his own mind map (unlike you). He is a selective question, and is also selective in accepting and understanding the answer. So we can't simply provide answers. Because of where he put the answer and how to use it, we could not control it. Therefore, we often feel that the questions asked by customers are all East and West. This is because the thinking of customers and us is not on the same line, though the surface is concerned with the same thing.

In fact, customers begin to ask questions, indicating that customers have the need to accept information, that is, customers are "open", and will make use of the "information" received to carry out new thinking and decision-making. This is a rare opportunity. As a salesperson, we need to seize the opportunity to use this "pipeline". When answering the customer, pass the fact information and the necessary excitation information to the customer.

　　 specific case Such as:

The customer asked, "what is your specific supply price? How about your service?"

Salespeople do not simply answer the question of "how much is the price" and "how service is done". Rather, we need to tell our customers about our position, because the fact behind the price is the positioning of our products and the belief in our business behind the service quality. What is the background of our positioning? What kind of beliefs do our enterprises have? These are all motivational messages that need us to explain briefly and briefly.

"Our price is 5000 yuan per unit. Positioning is a high-end product. This is the reason why I visit you, because his customers should also insist on their quality and consumption ability. "

Motivate customers: "customers like you should have such a product", "customers should enjoy our standard of service" and so on.

In fact, customers choose only to know how the price or service is done. He takes the answer back and how to use it. I think you can guess eight or nine. But we will use this topic to "pass on" information that is stimulating. This enables customers to understand us and also inspires customers' sympathy or awareness about "positioning" and "faith".

So when answering customer questions, do not think customers ask questions just to get the facts, they need more information. And more sellers just do the former, but wait for customers to "shut down" and then choose the endless explanation to stimulate them, so the customers will not have the heart to listen to your "special introduction". So a good seller will get rid of the "communication problem" which is constrained by customers. Customers' questioning is not just about information, nor is it a refusal, but a concern or a lack of awareness of consumption. This is why we need to choose a dynamic dialogue. {page_break}

　　 Two, the use of dynamic dialogue in expressive communication.

Many times we need to show products or programs on our own initiative. Similarly, as long as customers give us time, sellers must grasp this opportunity. So when expressing, not only do we say the solution, that is, the realistic topic (fact information), but also need to say why we should solve this problem, that is, the topic of meaning (stimulate information) is to raise the realistic topic to a high level and express the great meaning of solving it. Instead of finding the problem of resistance later, we found that the customer was "disdain" for the solution to make up for it. In fact, customer resistance is not the solution (can solve the problem), but because we do not know the meaning of the solution (which can solve the problem and how much significance), and in the consideration of decision-making opportunity cost and decision risk, we only choose "refuse". So you are confident that your product is your business. You are confident that your statement is in place. That's what you think, and what customers are concerned about is what you mean to him. Without meaning, he resisted, because you wasted his time and a little emotion he put in, plus what you said was good for him, so the fall was a kind of deception.

　 Specific cases such as:

"I only tell you the key point - our new product is very simple to operate."

This is what the salesmen want to say, also called factual information. But the key is that next, too many salesmen continue to factual information, namely, "how simple is our product operation". On the surface, there are so many reasons, but they seem cumbersome or too professional. At this point, we need a meaningful topic (to stimulate information): "compared to what you can save on your current equipment, what to improve and the meaning of improvement, so today I would like to introduce to you the advantage of our product."

In the sales statement, if the meaning of consumption is not stimulated and promoted, customers will lose the motivation and will to solve the problem, and even fail to set the agenda. Objectively speaking, as a salesperson, don't forget that there are too many problems for customers to improve or solve every day and every stage: whether he works or his life, his team is still his family, his department or his business, his future is his present and so on. You can take stock of it and think again about how many of your products (services) help him solve this problem, or even on the same question, maybe only one of them (such as open source or throttling). If the meaning of a problem is not strengthened to a certain degree, it will not be necessary. Many people will adopt the way of acquiescence.

Therefore, it is found that the problem that customers need to solve is only sales opportunities, which is the foundation of sales. And only concerned about the significance of customer solving problems, and sharpen and upgrade to a certain extent, is the mystery of sales behavior. The chances of successful sales will be greatly improved. Therefore, product performance and other expressions are not only the "clear expression" of widely advertised, but also the part that needs to be inspired by "meaning". Such communication is truly dynamic and constructive.

　 The topic of dynamic dialogue can be divided into two categories:

First, sublime or extended topic is to speak more highly on the basis of the original topic, so as to stimulate the role of customers.

If the price is too high, you don't have to answer the question first whether it is cheap or not, but when you buy our products, most people will feel very expensive. They will raise the individual problem to the public problem and produce the effect of desalination. You are right, but everyone bought it. To stimulate customers to overcome decisions and make quick decisions. You did not evade or negate this topic, but tacit, empathy and sublimation.

The other is a transformational topic, that is, judging from the need to raise and elaborate on a topic, but finding that the customer needs to be stimulated in another critical sense, then use the current topic to switch to the past to motivate. If we talk about the question of time now: "no time to participate in fitness", we can go too far to the problem of consumption consciousness, and then stimulate it from consumption consciousness to product value. Example: "in fact, everyone's time is fixed, and it is absolutely necessary to consume. We definitely arrange time for more important things", and then focus on the importance of fitness (products) to his current importance. This not only solves the detailed problems such as "time", but also consolidates and intensifies the core demand of procurement.

The communication dialogue containing excitation information is the willingness or desire to transmit information and effectively stimulate customers to accept information and use information in dialogue with customers. Let customers give us a short time to give us more time. We can barely hear from customers and even want to hear what we are expressing. Such a dialogue is a constructive sales dialogue. If we can effectively tell the factual information in the sales visit (such as how many excellent products there are), the "check mark" is partly manifested in the demand for customers to buy our products, and the power dialogue can activate the more latent customers, because its essence is inspiring, planting and digging, so that the sales staff can get a wider and more customer market.

However, it is worth reminding that the use of dynamic dialogue should be well designed and carefully used in the process of transaction. Because the transaction or signing link is about "closed door" knowledge. And the power dialogue is "open" strong, so to design properly, can not enter the "open" strange circle (there is another topic), so that the transaction and conclusion has been unable to land. Designing a dynamic dialogue with short, controllable, repeated emphasis and strong impact will also play an immeasurable role in the transaction and signing sessions.

Let's start by chance, let efficiency start from the gap, and let magic start from the ordinary. This is the spirit of sales.