Sales is a results-Hero of the game, sales is to deal. No transaction, no matter how good the sales process can only be spent snowy night wind. The hearts of the sales staff, in addition to the transaction, had no choice. But the customer is always so In this process, the method is very important, introduced the retinue exclusion ...
sales is a results-Hero game sales is to deal. No transaction, no matter how agreeable the sales process can only be spent snowy night wind. The hearts of the sales staff, in increase to the transaction, had no alternative. But the customer is always so Method in this process is important, the following detailing of several transactions excluded customers doubt law:
1, the customer said: I want to think about it.
Strategy: Time is money. Opportunity makes the burglar to.
(1) ask Law:
usually in such cases, customers interested in the product, merely could not figure out namely your presentation (such as: definite details),
Supra Thunder Shoes, or are hiding something (such as: no money, no decision-making power) not decision-making, then there are very off the anecdote. So to clarify the reasons as using investigation usage, and then prescribe the right medication to remedy the patient. Such as: Sir, in the end is where I have not annotated apparently, so you say you have to consider?
(2) hypothesis method:
now imagine the transaction, the purchaser can obtain what benefits (or cheerful), if necessary now the transaction, may lose some of the interests of hand (the ache), the use of the hypocrisy of folk rapidly facilitate transactions. Such as: Mr. X, our products must be quite interested naturally. Suppose you buy now, you tin win × × (and gifts). We come once a month (alternatively have a bargains promotion activities), there are a lot of people want to purchase this production, whether you do not timely decisions, will ... ...
(3) direct method:
by judging the position of customers, linear answer to the customer, primarily for men there is a question of money the buyer, the straight method can impact him, forcing him to disburse. Such as: × × President, really, would not be a money problem? Or you are in shirk it,
Supra Footwear, you want to avert me
2, the customer said: also expensive.
responses: you pay for, in fact, is not expensive.
(1) Comparative Law:
① compared with similar products. Such as: market × × × × brand of money, this product is much more magnetic than the × × brand cheap, quality is also better than the × × brand.
② other items with the same amount for comparison. Such as: × × money now can buy a, b, c, d and so a few things, but this product is that you most need now is not a morsel valuable to buy.
(2) break up method:
the product of several component parts come separately, some portion of the explanation, each portion is not expensive, the more cheaper attach.
(3) average:
the price dispensed to every month, newspaper, annual, especially fjust aboutme of the most efficient high-end apparel sales. Generally only dress clothing to buy the number of days, but can be worn to buy brand-name of days, each day on average compared to buy expensive mark label is clearly cost-effective. Such as: You can use this product many annuals it? Calculated by × × years, × × × × week on the substantial day of the investment is how many you cost each × × money, you can get this product, value!
(4) Praise law:
praise for customers by face and must dig into their pockets. Such as: Sir, a look you know usually very focused × × (such as: instruments, quality of life, etc.) you, will not be loath to buy such products or services.
3, customers say: the market downturn.
Responses: recession, buying and selling on the economic.
(1) please the Law:
clever people reveal a secret: When people are selling, buying successful; while others are buying, selling champions. Now that the strategy requires courage and wisdom of many very successful people are in a recession, when they created the basis of success. Buyers by saying smart, intelligent, successful people and other materials, to please the customer, carried away out of the billfold when!
(2) of the Small Law:
the macro-economy is a huge environmental alterations, a unattached individual can not be changed, in a short period for everyone, or tread by tread, always the This will dilute the matter, tiny to address the major issues, will dwindle the impact of macroeconomic environment on the transaction. Such as: a lot of people these days talking about the market downturn, but for us individually, but no huge shock, so that will not affect your buying × × products.
(3) Exemplification:
citation previous examples, cite examples of successful, give examples around, give a level of examples of general action of teams of people, give a fashionable example of give examples of leadership, give examples of idol singers, so that customers appetite, impulsive, Buy. Such as: Mr. X, × × × × time people buy the product, how are you consciousness later use (what is evaluation, what his change). Today, you have the same opportunity to make the same decision, would you?
4, the customer said: Can not cheaper.
Strategies: reflect the value of the price, cheap, no good shipment
(1) acquisitions and losses method:
transaction is an investment, gains will lose. Simply to make a purchase decision on price is not comprehensive, just look at the price, it will bypass the quality, service, value-added products, etc., which is a pity to buy themselves. Such as: Do you think too much investment in a particular product it? Too little investment, but also has his problems, too little investment, so to pay more, because your product can not be achieved to encounter the prize duration (not enjoy products, some appended features).
(2) hole cards method:
the price of the product price is currently the lowest in the nation, has come to Dier, you want to be lower, we do not. Through bluff (in fact, not cards,
Christian Louboutin Flats, there are thousands of miles away from the hole cards), making customers feel that the price reasonable, buy Debu detriment.
(3) honest law:
little in this world have the opportunity to spend very little money to the highest quality products, this is a truth, there are opportunities and effective customers not to psychology. Such as: If you do need cheap price, We do not have, we understand that other places do not, but slightly more expensive in the × × products, you can look at.
5, the customer said: somewhere another cheaper.
measures: service price. Now the proliferation of ########s.
(1) Analysis:
Most people make buying decisions at the time, usually to understand three things: the 1st is product quality, and the second is the product price, and the third is the product of the service. Shifts in these three zones to analyze, to dispel the customer's concerns and questions in mind, it Such as: × × President, that may be true, at the end of the day, everyone wants the highest quality with the fewest money to buy merchandise. However, the service is good here, can help to × ×, can provide × ×, you are buying in other places, not so much service, you must pay something to do your × ×, so that your time and defer and no savings of money, or more suitable here.
(2) turning to the courts:
do not speak their advantage, turning an objective and fair to say that the languid somewhere and again kept saying,
View, devastating psychological defense customers. Such as: I've not found: that company (additional locations) can attempt the lowest amount highest quality products, but also to invest the best service. I × × (relating or friend), where they bought final week × ×, useless on the wrong days,
Womens Supra Muska Skytop, and no livelihood, see elapse a bad opinion ... ...
(3) to remind the statute :
remind customers of the proliferation of ########s now, do not outweigh the freeloaders. Such as: For your happiness, high quality service and great price appearances Which would you select? You are willing to sacrifice product quality just to lower it? How to do if you buy a counterfeit? You are willing to do our good after-sales service do? × × President, sometimes we invest more that we really want to get the product, which is really good, you say right?
6, customers say: No budget (no money) .
responses: the system is dead, people are living. No conditions can build the conditions.
(1) forward-looking method:
product can explain the benefits of listening to customers, urging customers to budget, led to buy. Such as: × ×, I know the cause of a sound treatment requires detailed budgeting. Budget to help companies achieve their goals is an important tool, but the tool itself to be malleable, you say right? × × products can help your company amend performance and increase profits, you are still to accommodate the budget along to actual situation it!
(2) Psychological methods
thinking products can not merely send benefits to the buyers themselves, but likewise bring benefits to the people nigh. Buy the product can be superior, household favor and appreciative, if I were you purchased, will lose a representation opportunity, the chance for purchasers and very major, and lose, the pain! Especially fall butme of the company's purchasing department, you can tell them to competitors in use, what benefits have been produced, not to buy will be leading get back.
7, customers say: it truly value that many money you?
Responses: suspected to be spies, doubt is definitely behind.
(1) Investment Act:
making a purchase decision is an investment decision, it is very tough for ordinary people to make the right investment assessment of the expected results, are in use or the use of the process of gradually experience, feel the product or service to bring their own interests. Since the investment, we should see more of what will happen, and now may be only a small part of the role, but activity a excellent character in the hereafter, so it value!
(2) contradict the law:
use to refute, so that the customer belief in your purchasing decision is correct. Such as: you are a perceiving person, you do doubt yourself now? Your decision is sage, does not matter that you do not confidence me, you do not believe they do?
(3) positive law:
value! repeatedly of listening to customers, in order to dispel the concerns of customers. Can be compared, you can break up analysis, but also for instance aid.
8, customers say: No, I do not ... ...
Responses: my glossary there are no
(1) bragging method:
bragging is lying, bragging is not in the selling process, so the salesman said that if there is no factual basis, then bargain. Salesman but by bragging that the decision of sales, while customers have a better understanding of their own, so that customers consider you have one convenience in some ways, is the adept. Trust handle. Such as: I understand there are numerous reasons to avoid your day a lot of salesmen allows you to adopt their products. But my experience tells me: no an could I say no, say no we eventually became friends. When he acquainted me to say no, he really is about to hand the benefits (benefits) to say no.
(2) ratio of the Heart:
truth, salespeople sell products to others, was rejected, you can feel their true situation and speak out to share with customers,
Womens Supra Society Shoes, to obtain the compassion of the customer to generate compassion, contributed to buy. Such as: If there is a product your customers love, and very much like to have it, you will not be for of little problems and let customers you say no? × × Mr. So today I will not let you For me to say no.
(3) dead mill method:
us that tenacious in the selling process, without you I asked the customer,
Supra Strapped Shoes, the customer to mention what the product. Customers all subconsciously enemy barricade and refused to others, so sales staff to be persistent, chronic to sell to customers. And if a customer refuses, the salesman aboard the withdraw, customer sales staff will not impress.
[Summary]
is skills, the method is a shortcut, but must be done using methods versed London makes absolute. This requires the salesperson to sell in the mediocre lesson of a conscious use of these methods, site train, to When the customer doubts what happens, the brain does not need to think our reach to export songjang. By that time, in the minds of customers,
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Teach you and purchaser transactions of 24 kinds o
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