Four Strategies For Checking Customer'S Resistance Psychology

P > < strong > 1. Better than saying.

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< p > customer needs include three categories: < a href= > http://www.91se91.com/news/index_c.asp > explicit demand > /a > latent demand and implicit demand.

Most people only focus on the explicit needs of customers, that is, part of the needs expressed in language. This is the foundation, and it is also insignificant. It can be applied to the sale of inexpensive products.

But a relatively large value product also needs to understand the potential demand and implicit demand of the customer, so as to facilitate the paction.

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< p > the so-called latent demand means that he wants to get the benefits from the product; implicit demand means that the customer is not aware of it and the marketing personnel can understand the demand through effective questioning.

If a good marketer can effectively discover and satisfy the hidden needs of customers, the success rate will be greatly enhanced.

No matter what kind of needs, the most effective and fastest way to understand is to ask questions effectively.

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< p > facing strange customers, though learning many aspects of skills, such as looking at the techniques of looking at colors and observing the colors, the most direct and effective way is to ask questions more quickly and effectively.

People in the world know only what they need most.

So asking customers is simple and effective.

There are two types of effective questioning. One is open questions. It is mainly used to establish affinity trust relationship and understand each other's values. This is the basis and Prelude link of sales. One is closed type questioning, mainly used for paction stage, cash or credit card? Is it delivered today or tomorrow? Is it three or five? < /p >

< p > two questions should be used flexibly.

It is not the same thing.

The purpose of asking questions is to clarify the needs of customers and three different types of needs. Therefore, we need to learn to listen effectively, listen to the heart and hear the real focus and core needs of customers.

Only when you ask, can you hear what you want to hear.

Only when you ask with your heart can you respond in a targeted way: what to say and how to say.

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< p > < strong > two, the story is greater than the truth.

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< p > adults, especially experienced adults, like to reason with others.

People who talk with others usually play an important role in unconsciously. They unconsciously damage their self-esteem and status.

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< p >. Therefore, when facing the client, try to tell the story, so that the effect will be better, so it seems more neutral.

Because people all over the world hate the strategy of "a href=" http://www.91se91.com/news/index_c.asp "marketing" /a.

Tell other customers about the benefits and feelings of our products and services.

This makes it easier to get trust, arouse attention and interest customers.

The key to sales is not how good products are, but first, to establish trust relationships with customers and attract attention.

For example, the customer said the clothes were too expensive.

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< p > you said, "yes, a customer just started to say so. Later, after my explanation, he himself compared that the materials and workmanship of these clothes were exquisite, and the price of the materials exceeded the price. He bought two sets at once."

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< p > strong > three, Tai Chi is superior to straight boxing.

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< p > Taijiquan is more flexible than the Western boxing. The marketing people should absorb nutrition from them. That is, when the customer raises objections, you may as well take a neutral view to show that I understand what you mean. I understand your feelings. I respect your opinion. I like your directness and so on, so that customers can continue to maintain their desire and interest. When the customers speak more, marketers will know more customers and the more customers they can find, the more they can find their customers' values and preferences.

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< p > only when we know more about our customers, can we say that they are helpful to our customers, if they are beneficial, we will have a positive effect on product pactions. Otherwise, if customers do not speak, God will be afraid.

When a client's objection is not directly opposed, his heart will not be fortified. What you say can be directly input into his brain to form focus and attention.

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When p < a href= "http://www.91se91.com/news/index_c.asp" > customer resistance < /a >, you just take the topic. "Yes, the question you are talking about is..."

Use the words "at the same time, and if so" to express what you want to express.

Example: some clients say I have no time to study.

The way of straight boxing is: you are not right. There is time. If you manage your time, you will have time. Come to our teacher's classroom to find a solution.

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The response way of "P > Tai Chi is:" you are too good.

I understand that your time is very valuable. There are many important things waiting for you to deal with. There are many important things for you to do. If you come to the teacher's classroom, you will find that you can manage your time effectively, your time will become more and more abundant, and you will have more time to care for your family and go on vacation.

Or something else that is more valuable to you. "

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< p > strong > four, acceptance is better than opposition.

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< p > or creation is better than destruction.

Build a better habit to replace bad habits.

We need to help our clients build a better vision to replace the undesirable situation.

Always use positive thinking and behavior patterns to guide customers to take action.

If we violate this basic conscience and the principle of good faith, we would rather not do sales.

Because this is against the basic professional ethics of the salesperson, and never damage morality to do anything.

The other meaning of accepting better than opposition is that the customer's purchase or purchase does not have much to do with his original values, or even have nothing to do with it.

Because all words are not necessarily sincere, or some part of the meaning expressed is intentionally or unintentionally filtered out.

Accepting different views does not mean that your values are changed.

It will only bring your value system closer to the laws of nature, the laws of the universe, or even more perfect.

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