Customers Don't Buy It. How Do You Deal With It?

Sales is a game of heroes based on results, and sales are business. No deal, good sales process can only be a snowy night. In the hearts of salesmen, there is no choice but to make a deal. But customers are always "less than friends" and often "sell off". Salesmen only have to untie their customers' "heart knot" to achieve business. In this process, the method is very important. Here are some transaction rules that exclude customers' doubt.

　　 customer Said: I have to think about it.

Strategy: time is money. Now or never, it will never come again.

(1) questioning:

Usually, in this case, customers are interested in products, but they may not be clear about your introduction (such as: a detail), or have a hidden meaning (such as no money, no decision-making power) dare not make decisions, and then they will speak out. 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?

(2) Hypothetical method :

Assuming that a deal is done immediately, what benefits can the customer get (or pleasure), and if they do not immediately close, they may lose some of their benefits (pain) and use the hypocrisy of the people to facilitate the transaction quickly. 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...

(3) direct method:

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

　　 Customers say: the market is depressed.

Countermeasures: No. Prosperity Buy at a time and sell when it is booming.

(1) please the law:

Smart people reveal a trick: when everyone else sells, the winner buys; when others buy, the winner sells. 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.

(2) the minor Law:

Prosperity is a big change in macroenvironment. 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.

(3) example:

Take examples from previous examples, take examples of successful people, take examples from the 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?

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

Countermeasures: it is not expensive at all.

(1) Comparative Law:

Compare with similar products. Such as: market x brand x x money, this product is much cheaper than x brand, and its quality is better than that of x x brand.

2. Compare with other articles of the same value. Such as: * * money can now buy a, B, C, D and so on several things, and this product is what you need most at the moment, and now it is not expensive to buy.

(2) dismantled method:

A few parts of the product are disassembled, and some parts are explained. Each part is not expensive, which makes it cheaper.

(3) average method:

The price is allocated to the 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.

(4) praise Law:

Through 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.