Sales Skills: This Kind Of Sales Script Is Your Cash Cow!

Working on the front line sale Staff will often encounter some problems, such as "can this be cheaper? Is there no discount for regular customers?" and so on. The specific solutions to these problems are as follows. When you learn this kind of sales script, it's almost yours Cash cow ， "Money printing machine" !

Question 1: can you make it cheaper?

Generally, customers come in and ask, "how much is this?" "1888" "let's make it cheaper!" many customers didn't even read the products, but just looked at it for a while. Before you talk about the price, you must like it. Analysis: first of all, we can't say, "no!" a strong refusal will make the customer dislike you. When encountering this kind of question, we must bypass the customer's question, do not answer directly, because as soon as we enter the price negotiation, we will be more passive. At this time, money is in the hands of customers, and our advantage is the product, so we should let customers fully understand the product. Any customer will bargain when he comes to buy something. He should first bypass the price and let the commodity attract him instead of too much entanglement in the price. As long as things are worth the money, they are not afraid that she will not buy them. Of course, they should not be too proud in front of customers.

1. Periodic decomposition method

"Miss, this set of products can be sold for 720 yuan. It can be used for a year. It costs four yuan a day. It's very affordable!" Miss, "Miss, a set meal with such a favorable price can only add up to 380 yuan. It can meet all your needs at one time. It's worth the money!"

2. Replace "less" with "more"

When customers ask for a lower price, many shopping guides will say, "you buy less clothes and come here. "In fact, it's wrong. If you buy less clothes, customers will feel some loss, and their mood will be more painful. The correct expression should be "when you buy more clothes", avoiding pain and transferring to happiness.

Question 2: I know your boss. Can you make it cheaper?

Analysis: in fact, when customers say they know the boss, does she really know him? 99% of the people don't know him. At most, they have one-sided acquaintance with the boss. Therefore, for those who don't know or know the boss, don't expose them in person, but give her face, but never lower the price.

We can say: "it's my pleasure to receive our boss's friends." we admit that she is a friend of the boss and feel honored. Now, the business situation is not so good. If you come to our store to buy things, I will tell our boss and let our boss thank you for it. ".

Question 3: is there no discount for regular customers?

Analysis: 20% of the regular customers create 80% benefit, do not kill the old customers. When regular customers offer a discount, we can't refuse it directly. Some shopping guides will say, "you are a regular customer, you should know that there is no discount here!" this will hit the old customers, and the old customers will think, "I have been here so many times, don't I know that I can't give a discount?" directly hit the customers' good impression of the store. response:

First of all, you should give face to the old customers, so that the old customers can feel your sincerity. You can say: "thank you for taking care of me all the time. I'm very happy to make friends like you, but I really don't have such a big right. If you have a gift next time, I'll apply for it and leave one more for you.".

Question 4: how many years have your brand been? Why haven't I heard of it?

Analysis: for the first question, we can answer her directly, but we can't answer the second question. As long as you answer the second question, the customer will continue to ask until he is satisfied, so we should guide her when we meet this question.

Response: first ask customers, "when did you notice our brand?" most of the customers who didn't hear of it would reply, "I just noticed it today. "Shopping guide can say a word" that's great, just to understand. "Take the problem directly and don't get too entangled in it.

Question 5: let me have a look

Response: find out the advantages of products according to four aspects: 1. We have something that others don't have;

2. We can do what others don't want to do;

3. What we do better than others;

Our added value.

Question 6: do you have any quality problems?

Analysis: some shopping guides will answer this question directly: "we will not have any quality problems, we are a big brand, there will be many stores in the country;" but when customers ask the second sentence: "what if there is a problem?" many shopping guides can't take it.

Answer: the shopping guide can first ask the customer: "Miss, have you ever bought a product with poor quality before?" the customer will generally say, "yes. "Shopping guide can ask:" what product is it? "Customers often start to complain:" I have bought XX products before, how to do, angry me. When the customer answers "no", what should the shopping guide do? At this time, he should praise the customer first, and then say his own thing: "Miss, you are so lucky, you have not, I have encountered such a situation. What's the matter? I'm so angry. "When you say it, you must bring your feelings with you so that you can infect customers.

Finally, I said: "so now I pay attention to product quality problems, because I am also a consumer when I don't sell things, so I have high requirements on product quality, so I can do sales in this manufacturer, but not in other manufacturers, because the quality here is good. "

Question 7: discuss with friends "how do you feel?"

The customer and his friends go shopping together. After reading the goods, the customer feels good, so he turns to his friend and asks, "what do you think?" at this time, if the friend says yes, the customer will buy it immediately without saying a word. If the friend says something bad, the customer will definitely not buy it and turn around and leave.

Analysis: faced with this problem, some shopping guides will directly sell products to customers' friends, and pay attention to the customers' friends. Some shopping guides will praise the beauty and temperament of the customers' friends, and then let them identify with the products. Response: in fact, it is right for a friend to praise customers at this time, but not for their beauty and temperament. Instead, they should say, "Hello, miss, have a look. "Most of the customers' friends will nod in order to prove that they have vision. Although they may not speak, they seldom say bad things, because it means that she has no vision. but sometimes a customer's friend will say, "I have no vision. "At this time, the shopping guide can push the boat along the river:" how can you find such a good friend if you don't have vision? "In a half joking tone, customers and their friends are highly praised.

Question 8: I don't want your gifts. Can you convert them into money and give them to me cheaper?

Analysis: some shopping guides may say, "I'm really sorry, I don't have this right. "The company says it can't be done. "According to the company's regulations, these four words must not be said, because the customer's rejection is too direct.

Response: change the gift into a genuine one, so that customers like the gift. It can be said as follows: "sister, these gifts are given to customers by our company in addition to the commodity price. It is also a thank you for your support to our company. What I want to say is: (introduce the advantages and benefits of the gifts) so that customers can realize the value of the gifts and feel that the gifts are worth more than they are worth.".