Where Is The Problem Of Sales Failure?

To deal with customers and achieve the purpose of sales, salesmen should take different trading strategies according to different customers, circumstances and circumstances, so as to grasp the initiative and conclude pactions as soon as possible.

The following 15 skills of paction are introduced, which should be used flexibly for different customers.

1. Direct request method

Take our Taobao sales staff as an example, get the customer's purchase signal, directly put forward the paction.

When using the direct request method, we should avoid haste as far as possible. The key is to get clear purchase signals from customers.

For example, "Mr. Wang, if you like it, just shoot the bill."

When you put forward the requirements of the deal, you must remain silent and wait for the response of the client. You must avoid saying anything, because your sentence is likely to draw the attention of the customer immediately, so that the paction will fall short.

2, two choose one method.

Salespeople provide two solutions for customers, no matter which kind of customers choose, it is a result we want to achieve.

With this method, customers should avoid the question of "to or not", but let the customer answer the question of "A or B".

For example, "do you prefer white or red?" "do you sign the bill today or do you sign it tomorrow?" "do you pay by credit card or cash?" note that when guiding customers to make a deal, do not ask for more than two choices, because too many choices make customers feel at a loss.

3, summarize the interest paction method.

The actual interests of customers and their own exchanges are displayed in front of the customers, sorting the customers' concerns, then closely combining the characteristics of the products with the customers' concerns, summarizing all the interests that the customers are most interested in, and finally promoting the agreement of the customers.

4. Preferential paction method

Also known as concession paction method, refers to sales staff through preferential conditions to prompt customers to buy immediately.

When using these preferential policies, the salesperson should pay attention to three points: (1) let the customer feel that he is special; your offer is only aimed at him, so that the customer can feel that he is very honourable and very unusual.

(2) never give preferential treatment, otherwise customers will ask for further requests until you can not accept the bottom line.

(3) show that your authority is limited. You need to ask the above: "sorry, I can only give you the price within my processing authority". Then I will change the front line. "However, because you are my old customer, I can ask the manager to give you some extra discount."

But it's hard for us to get such a discount, and I can only do my best. "

In this way, the customer's expectation will not be too high. Even if he doesn't get a discount, he will feel that you have done your best and won't blame you.

5, urge

The key is to urge customers to buy products with their competitive heart and self-esteem.

Some famous Hongkong couples went to the mall to pick up jewelry. They were very interested in a $90 thousand jade ring and hesitated because of the high price.

At this time, the salesperson who was watching the scene came over. She told the two guests that the president of a Southeast Asian country had seen this ring when she came to the shop, and liked it very much, but she didn't buy it because the price was too high.

When the salesman was in public, the Hongkong couple immediately bought the jade ring because they wanted to show that they were more powerful than the president's wife.

The salesperson should be calm and natural when he is trying to persuade others, so as not to see that you are "stirring" him.

6. Conformity method.

Customers are reluctant to take risks when buying products.

Customers who have not tried other products are generally skeptical and dare not to use them easily.

They are easy to trust and like for everyone's products.

A customer sees a microwave oven, but he doesn't want to buy it or not.

The salesperson said, "you really have a good eye. This is the most popular microwave oven at present, with an average sale of more than 50 units per day.

"

7, loss of paction method

The use of "fear of not buying" psychology.

The more you can't get, the more things you can't buy, the more you want to get it and buy it, this is the weakness of human nature.

Once customers realize that buying this product is a rare opportunity, they will take immediate action.

The law of "missing the paction" is to catch the customers' psychology of "being happy and losing it", and pressing the customer to make a purchase decision in time.

Generally speaking, it can be done from these aspects: (1) the quantity limit is mainly similar to the "limited purchase quantity".

(2) limited time, mainly in the specified time to enjoy preferential treatment.

(3) Limited services, mainly in the specified number of services will be better.

(4) price limits are mainly aimed at commodities that want to rise in price.

In short, we should carefully consider the consumption target and consumption psychology, and then set up the most effective way of saving the loss.

Of course, this method can not be used arbitrarily or out of nothing, otherwise it will eventually lose customers.

8, step by step to close the paction method.

Many customers often procrastinate before buying.

They will say, "I'll think about it again."

"I'll think about it again."

"We will discuss it."

"I'll talk about it in a few days."

When a good salesperson meets a customer, he will agree with them first: "shopping should be as prudent as you are.

You are still very interested in this product, otherwise you will not take the time to think about it, right? "They have to agree with you.

At this point, you press again: "I just want to know what you want to think out of curiosity, is it our credibility?" the other will say, "Oh, your shop is good."

You asked him, "is that my character?" he said, "Oh, no, how come?" you keep asking questions with layers of skills, and finally let the other person say what he is worried about.

As long as you can solve the customer's doubt, the paction will become a natural thing.

9. Assistance

Transaction law

Many customers, even if they want to buy, do not like to sign orders quickly. He always wants to shop around in the West. He keeps spinning around the product color, size, style and delivery date.

At this point, the salesperson has to change the strategy, temporarily do not talk about the order problem, and enthusiastically help customers choose, once the customer selected a product, you also get the order.

10. Contrast paction method

Write two positive and negative views.

This is to make use of the advantages and disadvantages of writing to urge customers to make up their minds.

Method.

The salesperson prepares a pen and paper and draws a form of "T" on the paper.

The left side writes the reasons for buying the positive side, and the right side writes the reasons why the negative should not be bought. Under the design of the salesperson, there must be a positive reason for buying more than the reason for not buying it, so that it can take the opportunity to persuade the customer to make a decision to make the purchase.

11. Small point paction method

Buy it first and try it out.

When customers want to buy your product, but you can't make up your mind, you can suggest that customers buy less trial.

As long as you have confidence in the product, although the initial order quantity is very small, but after the trial is satisfactory, you may give you a big order.

12, to win the law

Some customers are naturally indecisive. Although he is interested in products, he hesitant to make decisions. At this point, you deliberately pack up and make a move. This act of pretending to leave sometimes prompts the other party to make a decision to buy.

13, order paction method

At the end of the sale, take out an order or contract and start filling in the information. If the customer does not stop, it means he has decided to buy it.

If the customer says that he has not decided to purchase, you can say: "never mind. I just fill in the order. If you change tomorrow, I will tear up the order, you will have enough time to consider it."

"Mr. Wang, the delivery date is not a problem, other conditions are not bad, and we have solved the payment problem.

In that case, can you fill in this file with your name? "

14. Special treatment law

In fact, many customers, who regard themselves as the most important figures in the world, always ask for special treatment, such as the lowest price they enjoy.

You can say, "Mr. Wang, you are our big client, so this is the best technique for this type of customer."

15. Storytelling method.

Everyone loves to listen to stories.

If a customer wants to buy your product and is worried about something wrong with your product, you can say to him, "Sir, I understand how you feel.

I would worry about that too.

Last year, Mr. Wang, like you, was worried about this problem.

But he decided to rent our car first and try it for half a year.

But within a few weeks, he realized that the problem was nothing at all. "Stressing the satisfaction of the former customer is like letting the customer feel it.