&Nbsp Is The Trick, Practice Makes Perfect.

Salesperson and customer success transaction For salesmen, first of all, we need to exclude customers' doubts. Customer turnover depends on salesmen's skills. Whether customers can make a deal is a step away from deciding whether to sell or not. Skill Worthy of reference.

The customer said, "it's too expensive."

Countermeasures: it is not expensive at all.

Comparison method: comparison with similar products. Such as: market How much is the Loongsun brand? This product is much cheaper than yours, and its quality is better than yours. Compare with other items of the same value. Such as: * * money can now buy a few things, and this product is what you need most at the moment, and now it is not expensive at all.

Dismantling method: disassembling several components of the product and explaining them one by one, each is not expensive, and it is cheaper to combine.

The customer said: the market is sluggish

Strategy: buy when depressed, sell when it is booming.

To please the law: wise men reveal a trick: when others sell, winners buy; when others buy, winners sell. It takes courage and wisdom to make decisions now. Many successful people have built their foundation for success in a recession. By saying that buyers are smart, intelligent, successful people, and so on, to please customers, lose their wallet when they lose their pride.

Illustrations: let's take examples from previous examples, take examples of successful people, take examples from one side, give examples of collective behavior of a group of people, take a popular example, give examples of leaders, give examples of singer idol, let customers yearn for impulse and buy immediately. Such as: Mr. XX, X * * * time bought this product, how did it feel after using it? Today, you have the same opportunity to make the same decision. Are you willing?

Small economy: prosperity is a big change of macro environment. It is impossible for a single person to change. For everyone, in a short period of time, it is still routine. In this way, we will weaken the matter and deal with the big problem, which will reduce the impact of the macro environment on the transaction. For example, there are many people talking about the market downturn these days, but it has not much impact on us, so it will not affect your purchase of X products.

The customer said, "can you make it cheaper?"

Countermeasures: price is the embodiment of value, and cheap is not good.

Gain and loss: trading is an investment. Buying decisions simply by price is not comprehensive. Ignoring price, quality, service and added value will be a pity for buyers. Such as: do you think that a product is overinvested? But too little investment has its problems. Too little investment makes it more expensive, because the products you purchase can not meet the requirements of the period (you can not enjoy some additional functions of the products).

Honesty Law: there are few opportunities in the world to spend very little money on the highest quality products. This is a truth telling customers not to have such a fluke. For example, if you do need a low price, we don't have it here. We know that there are no other places, but you can have a look at some expensive products.

Bottom card: this price is the lowest price in the country. It has reached the bottom. If you want to lower it, we really can not do it. By playing the cards (actually not the bottom card, leaving the card still one hundred and eight thousand li), let the customer feel that this price is reasonable, not to lose.

The customer said, "I have to think about it."

Countermeasures: opportunity is lost, lost will never come again. Time is money.

Inquiry method: usually in this case, the customer is interested in the product, but it may not be clear about your introduction (such as: a detail), or has a hidden meaning (such as: no money, no decision making power) dare not make decisions, and then it is the word of detachment. Therefore, we should use the inquiry method to find out the cause and prescribe the right medicine. For example, where did I not explain exactly, sir? So you said you should consider it?

Direct method: by directly judging the customers' situation and asking questions directly to customers, especially when there is money in the men's purchasers, the direct law can force him to pay the bill. Such as: Mr. XX, really, will it be a question of money? Or you are shirking it, want to avoid me!

Hypothetical method: assuming that a transaction is done immediately, what benefits (or pleasures) can be gained from customers, and if they do not close immediately, they may lose some of their benefits (pain) and make use of human hypocrisy to prompt the transaction. For example, Mr. so and so, must be very interested in our products. Suppose you buy it now, you can get x (plus gifts). We only came once a month (or only once). Now many people want to buy this product. If you don't decide in time, it will.

Average method: distribute product prices to monthly, weekly and daily, especially for some high-end clothing sales. How many days can you buy a general garment, and how many days you can buy a famous brand? The average price per day is quite clear. For example, how many years can you use this product? According to the year's calculation, the actual investment per day is that you can get this product every time you spend money.

Praise: by praise, customers have to pay for their faces. For example, sir, when you look at you, you know that you usually pay close attention to * * (such as instruments, quality of life, etc.), and you will not be reluctant to buy this product or service.

Customer: is it really worth so much money?

Countermeasures: suspicion is a spy, and behind doubt is affirmation.

Investment Law: making purchase decisions is a kind of investment decision. It is difficult for ordinary people to make a correct assessment of the expected effect of investment. They are gradually realizing and feeling the benefits brought by products or services in their use or application process. Since it is investment, we need to see more about what will happen in the future. Now maybe only a small part of it, but it will play a great role in the future, so it is worth it!

Affirmative Law: value! Then analyze the customer to listen to dispel the concerns of customers. It can be compared and analyzed, and can be disassembled and analyzed.

Refutation: it is right to use refutation to make customers firm in their purchase decisions. You are a unique person. Do you doubt yourself now? Your decision is wise. You don't trust me. It doesn't matter. Do you believe in yourself?

The customer said, "other places are cheaper.

Strategy: service is valuable. Fake goods are in flood now.

Analysis method: most people usually know three things when making purchase decisions: the first is the quality of the product, the second is the price of the product, and the third is the after-sale service of the product. In these three aspects, we analyze and dispel the worries and doubts of the customers and let it "love a single flower". For example, Mr. X, that may be true. After all, everyone wants to buy the highest quality goods with the least money. But our service is good, you can help x x, you can provide * *, you buy elsewhere, there are not so many service items, you have to spend money to invite someone to do X. This will also delay your time, and do not save money, or we are more appropriate here.

Reminders: remind customers that fake goods are in flood now. Don't try to be cheap. For example, for your happiness, excellent quality, high service and price, which one do you choose? Two, which one do you choose? Are you willing to sacrifice the quality of the product only for cheap? If you buy a fake, what do you want to do? Would you like not to have good after-sales service of our company?

Turning the law: do not speak of their own advantages, turn to the objective and just say the weakness of other places, and repeatedly say, destroy customer psychological defense line. For example, I have never found that the company can provide the highest quality products at the lowest price and provide the best after-sales service. My * * (relatives or friends) bought them x last week, but they did not work for a few days.

Customer says, "I don't want it."

Strategy: there is no "no" in my dictionary.

Bragging: bragging is a big word. It's also very important. The bragging in the sales process is not to let salesmen say that there is no factual basis to bargain. It is to show the determination of salesmen through bragging, and let customers know more about themselves, so that customers think you have advantages in some aspect and are experts. Trust to conclude a transaction. For example, I know that you have many reasons to get rid of many salesmen every day to let you accept their products. But my experience tells me: no one can say no to me, no, we finally become friends. When he says no to me, he is actually saying no to the benefits that he will soon get.

Dead grinding method: we say persistence is victory. In the process of selling, no customers ask what products you want if you ask customers. Customers always subconsciously defend and reject others, so salesmen should be persistent and persistent in marketing to customers. At the same time, if the customer refuses, the salesperson will withdraw and the customer will not leave any impression on the salesperson.

Than the heart law: in fact, salesmen sell products to others, and are rejected. They can share their real situations and feelings with customers, so as to win sympathy from customers, generate compassion and facilitate purchases. For example, if there is a product that your customers like very much and want to own it very much, will you let the customer say no to you for a little bit of trouble? So I won't let you say no to me today.

Customer says: no budget (no money).

Countermeasures: the system is dead, people are alive. No conditions can create conditions.

Foresight method: explain the benefits that products can bring to customers, urge customers to make budgets and facilitate purchases. For example, Mr. XX, I know that a well managed enterprise needs careful budget preparation. Budget is an important tool to help companies achieve their goals, but the tools themselves must be flexible. Are you right? * * products can help your company to improve its performance and increase profits. You should adjust the budget according to the actual situation.

Mind attack method: analyzing products can not only bring benefits to buyers, but also bring benefits to people around them. Buying products can get the favor and appreciation of the boss and family. If you don't buy it, you will lose an opportunity to perform. This opportunity is very important for the buyer, losing and suffering! Especially for some company's purchasing department, you can tell them what benefits the competitors are using, and if they don't buy, they will be left behind by the lead.

Conclusion: when the customer is suspicious, the brain does not need to think. The person who uses the method must be familiar with the method. It is a shortcut and a skill. This requires the salesperson to consciously use these methods in the daily promotion process and carry out on-site training to achieve the effect of conditioned reflex.