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Sales Talk To Solve Customer Hesitation

2014/2/20 20:41:00 54

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Customer Negotiation Hesitation Sales Talk

1, sales situation 1: your price is too high

error handling:

1, good price...

2, sorry, we are brand, no counter-offer .

problem diagnosis:

customers want to be cheaper when they buy things. This is a normal "a href=" http://www.91se91.com/news/index_c.asp "consumer psychology < /a", not a major problem deciding whether to buy or not.

When sales people receive customers, they will face hundreds of thousands of problems, but there are only two kinds of problems after they are summarized and classified: real problems and false ones.

Many of our salespeople do not know that most of the customers' problems are false.

It is a typical fake question for customers to ask if they can be cheaper. "Can they be cheaper" is just a common phrase for all consumers. As a seasoned salesperson, there is no need to bargain at the point of not being able to bargain. Instead, it should guide him to pay attention to value when customers are concerned about the price.

The first answer in this case is a passive sales behavior without fighting and self destruction. The second answer is wishful thinking, which is a tough act to force consumers' willingness, and consumers can hardly accept it.

Strategy:

when the consumer is concerned about the price, the salesperson should take advantage of the situation and let the customers pay attention to the value of the goods.

It's not worth it to change the customer's concern and value.

language template

Salesperson: P, sir, you can't just consider the issue of cheap.

Have you ever used the same kind of goods before? The cheap goods may start to appear quality problems at some time. For example, bicycles, cheap bicycles start rusting everywhere in two or three months, chains often fall off, pedals often fall off, and riding is very laborious.

But if you buy a good bike, such as Giant, you don't need to ride your heart for two years.

In fact, things like bicycles are first-class goods.

I think durability and safety are the most important things to buy. What do you say?

Salesperson: Salesperson: if you think the price of this product is not suitable, I will introduce another cost-effective product to you.

strong > two, sales situation 2: I do not buy today, after two days, buy /p >

error handling:

1, not buying today, two days later.

2, anyway, sooner or later, it is better to buy it than to buy it today.

problem diagnosis:

customer said, "I will not buy it today, I will buy it in two days". There must be a reason.

And the two answers in this case are somewhat wishful thinking, which is hard to arouse customers' sympathy.

Strategy:

salespeople can only make sure that customers can change their minds by finding the real reasons why customers do not buy them and guiding them correctly.

language template:

Salesperson: it doesn't matter if you buy it today. I can give you some basic knowledge of our products first. When you want to buy it in two days, you can have a good idea of it. (P)

Salesperson: P, OK, it doesn't matter.

What do you want to buy in two days, luxury or simple?

three, sales situation 3: I first go around and see again

error handling:

1, which is not the same way to go?

2, do not change, you must sincerely want to buy, I will give you a cheaper point.

problem diagnosis:

"which is not the same?" the reason for retaining customers is too simple to impress customers.

"Do not turn, you want to buy sincerely, I give you cheaper" although it can play a certain role in retaining customers, but bargaining to customers left a foreshadowing, so that the next sales staff into a passive.

Strategy:

customer said, "I go out to turn around", this may be a psychological tactic, or it may be that the customer has not found the intention. The salesperson must first determine what kind of situation the customer is, and then guide them accordingly.

language template:

Salesperson: P, sir, are you not satisfied with my service? "Customers usually reply:" no, your stuff is too expensive. "Which commodity is your favorite item just now? It's not easy for you to buy a product that you like, and it's not easy for me to develop a customer.

If you have any request, please tell me directly, I will certainly satisfy you.

If the customer answers, "no, it's not like what I like". Would you like to wait a moment? What's your favorite item?

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< --EndFragment-- > strong > four, sales situation 4: you do not say so much, you say the minimum amount of money can be sold. /p >

error handling:

1, the most can only let you 20 yuan, no longer allowed.

2, then 270 yuan, this is the lowest price.

(quote 298 yuan, the first counter-offer to 280 yuan)

problem diagnosis:

customers say, "you don't talk so much, you can say that the minimum amount of money can be sold", just to prove that the customer wants to buy this product. At this time, the salesperson should focus on what products fit for the customer and introduce the superiority of this product, rather than the negative price.

Strategy:

customers are always concerned about the price, and salesmen will always deduce the value of goods.

To let customers see value is greater than price and let customers feel value for money, customers will not dare not blindly pursue low prices.

language template:

Salesperson: P, sir, the price is not the most important.

It will take you at least a few years to buy a product. I will give you a full introduction of this product for up to three minutes.

After listening to me for two or three minutes, I'll decide whether to buy it or not, and if the salesperson asks you to buy it in a few words, it will be irresponsible for you. If you regret buying it home, will they refund it to you?

strong > five, sales situation 5: not buying today. After two days, when you do promotional activities, buy /strong

error handling:

1, sales promotion is not an opportunity for everyone.

2, (speechless)

problem diagnosis:

the first answer in this case is relatively true, but it lacks strategy and can not make customers change their minds.

The second case is relatively negative.

Strategy:

each promotion activity has its own characteristics: sales volume will increase or increase obviously during the activity period, but sales will be very depressed before and after the activity. The reason is that advertising and publicity before the activity will make consumers want to buy money, and the accumulated popularity and sales volume during the activity will also overdraw sales after a considerable period of activity.

As a professional terminal salesperson, one of the most important duties is to guide the correct choice and timely consumption of each incoming customer.

language template:

Salesperson: P, yes, big brother.

How did you know that we had activities in two days? (after the customer answered) Oh, what kind of merchandise did the elder brother take to see us? (I want to buy the product when you are promoting sales) Oh, big brother, what is the main purpose of buying this product? Is there a lot of time spent every day? (after a question and answer, try to make use of the customer's life needs to negate the idea of buying promotional products by customers) Oh, big brother, I just heard you tell me about your demand for the goods. I told the elder brother responsibly that our products were not suitable for the needs of your life.

For example, some clothing in the mall is discounted, the price is very tempting, but the sales promotion is men's clothing, and your family does not like this type at all. Do you still need to buy it? So the products that are moving are not necessarily the commodities you need.

No matter how much money is spent, the most important thing is to buy something suitable for you, brother. Are you right? Actually, according to the introduction of big brother, I think this product is what the elder brother really needs.

Salesperson: do you know the rules of our promotion activities? (wait for the customer to answer) Oh, big brother, do you know what kind of merchandise we are working on? (after answering the client) Oh, it looks like the elder brother is not very familiar with our activities. P

In order to be accountable to my eldest brother, I would like to ask you a few questions. What's the main purpose of buying this product? What's the main purpose of buying this product? Do you use more time every day? (after a question and answer, try to make use of the customer's life needs to deny customers the idea of buying promotional products) Oh, big brother, I just heard you tell me about your demand for the goods. I told the boss responsibly that our products were not suitable for your needs in life.

For example, some clothing in the mall is discounted, the price is very tempting, but the sales promotion is < a href= "http://www.91se91.com/news/index_c.asp" > men's wear < /a >, and your family does not like this type at all. Do you still need to buy it? So the products that are moving are not necessarily the commodities you need.

six, < a href= "http://www.91se91.com/news/index_c.asp" > Sales > /a > Scene 6: the price has reached the end of the line, but the customer is still cruel to kill the price /p >

error handling:

1, the price has been put in place, we can no longer let .

2, so that we can not earn /p.

3, my salesperson only has this authority to give you this price .

problem diagnosis:

sometimes customers do not believe in price, but can not find the "pay" step.

The three answers of salesmen in this case have a common problem: straightforward and antagonistic discourse makes it easy for sellers and customers to fall into a dead end.

Strategy:

The key to the success of this case is that the salesmen in the P case stimulate and satisfy the potential needs of the customers.

For example, in October last year when I was training in Wuhu, Anhui, there was a young couple who wanted to buy a dress in a clothing store. However, because of the 20 dollar bargaining, I didn't bargain until six o'clock in the evening.

At that time, I heard the lady whisper to herself, "let's forget it, 20 yuan. It's getting dark and starving to death."

At that time, when I heard this, I immediately told another clerk to go to the next shop to buy a bag of biscuits. I handed the biscuits to the lady personally, and said to her, "the price is not the most important. Health is more important. Don't starve the stomach. Eat some biscuits first."

When the lady ate three biscuits, she never insisted on bargaining, and finished it in three minutes.

It is true that the customer is bargaining on the surface. In fact, he wants to prove that he is a smart consumer by bargaining and find a sense of security through this behavior.

By looking for a fair price to defend their deserved respectful status.

And at the right time, I gave him care and respect. When the customer got this demand, the bargaining of 20 yuan seemed momentarily unimportant.

language template:

Salesperson: P, sir, I understand you very well! I am a consumer too. I know that it is not easy for consumers to earn money, and most afraid of buying something that is not worth so much money at all.

Sir, you can rest assured that if you buy it home and find this product, we will give you the price more expensive than others. We double the money back to you! If you still don't believe it, I can write a proof for you.

Well, mutual trust between buyers and sellers is the most important. Sir, when you come here, I will teach you to fill in three cards first.

Salesperson: P, you see, sir, you are a special person who will be a housekeeper.

If you buy things or live well, you should spend every penny as your husband does.

If you can give me a penny for your price, I will not embarrass the gentleman.

Also, sir, you can understand us. In fact, it is not easy for us to make money now. Competition is becoming more and more fierce and profits are getting thinner and thinner.

Maybe Sir did not think that we sell things here is also a business cost, to remove a lot of costs and expenses, we can earn money can be said to be the real sense of small profits and quick turnover, the most important thing is that we also have to undertake the after sale service of this commodity, and many items in the three package period are free, but for us there are costs.

So sir, what you bought is not a commodity, but a trust. Well, you and I will come down here. I will teach you to fill in the three card first, so that after the sale is guaranteed.