Stone and infantry ' determination apt withstand a

lightly clear resist and efficient customer refused to answer
one: the processes and procedures to lift resist
1, everything has a definite procedure, like a microcomputer, there are also definite procedures, the program is the
2, customers do not buy because there are only two:
①, one is the customer's own problems; do not understand the product.
- do not buy the reason that he should be the reason to buy!
example:
Customer: I do not need? We yet have? I'm engaged now? I think about it, so you need to phone back when I call?
clerk: (1) good, Mr. Customer, it is because you do not, so surmise ought to buy our products Oh,Lacoste Finham SPM Trainers, because numerous clients are also beginning to mention, then I give them about I am very incited about the product, they themselves mention, If I had to comprehend it more advantageous to them earlier! So you ought to understand about.
(2) anyway, just to be understood that they do not need to cost your penny, so I am ten minutes of introduction, you are entirely learned to determine this product is not for you it? What do you think?
②, the failings of a product issue; from the product itself.
- the advantages of disadvantages, the advantages of disadvantages is to buy!
example
customers: Your matter is too priceless?
clerk: (1) Mr. Customer, I ask why you think it is too expensive then? I ask you to compare it with what is it? Does that thing and what our products have a different place?
(2) Mr. Customer, I quite agree with you that a statement, what price is your only factor to consider buying it? Other than the price than you have to consider other factors it? If I can help you solve the problem about the price, would you not have any problem is not it?
(3) Mr. Customer, I very agree with you saying so, because many of our customers did not narrate us before you buy, but also say They buy our product down the actual use of said
(4) precisely because of expensive, so you buy is more to us Oh, that good stuff is not cheap, cheap, no good goods! I think you should know better than me this truth, you say right?
3, resist lifting agenda
①, pre-box notation
- a assorted outlook aboard this material, early vaccination.
like: Maybe you will say that our expensive, it is thought that the lofty price of our products, so the quality of our products and the reliability of the product better than the average, and with our more humane than others raiment
service, so I chose to collaborate with our metropolis the most advisable choice.
②, re-frame exegesis
-
③, the advantages of disadvantages
- Yes, this is the main reason I come to you right, this is what you want Yeah the reason to buy your product the advantages of active compliment

4, resist elevating heaving steps
①, the first locking problem, the problem in retard, and resolve the genuineness of the problem
customers: Your stuff is too expensive? Others are not so expensive?
clerk: Mr. Customer, I would like to ask the price you can not be traded today, the only reason for it? In other words, the problem today, but for the price, otherwise you will be a deal, right?
②,Lacoste UK, reiterate this problem, ask the customer, re-detect the problem of true and artificial (true or disloyal to resist withstand)
clerk: Mr. Customer, I ask you in adding to the price problem, there are other problems?
customers: In addition to this, there is no, or if the cheaper I can buy just like you?
salesman: Great, Mr. Customer, if I can help you decide this today on the question of price, I want to help you? You will be with me today to buy it?
③, once again the advantages of drawbacks, and again re-shaping the product carton shows the value
salesman :-------- ask Mr. Customer, I solve your problem?
customers: ah, no
④ afresh requested transaction
salesman: Will Mr. Customer, you are the Monday or Tuesday allocation over delivery over you? When you cash or to convey it?

II: Ten most mutual excuse for the customer and to answer, then surgery
excuse one: I want to think about it
salesman: ① A Mr. Customer, good, want to think about it, it means that you have amuse also, is not it?
B such important things you must be very scrupulous to make your final decision, is not it?
C You say that not to flee me?
D that I will not worry, since you are interested in, and you will very carefully to make your final decision and I have just this side of the specialists are specialists, why we do not consider it together? What you think of the problem, I can respond you at once, so fair enough, right?
E Well, now you tell me, do you want the first thing to consider is what is it?
F, frankly, is not a question of money ah?
G Oh, not about the money you? So I ask is worried about product extravaganza and quality problems? What is the terror service problem? Keep asking down, one by one eliminated,Womens Lacoste! Sets out the fact
② A Mr. Customer, you will not be because I am embarrassed to refuse, and then said,
B good, which I can recess insured. Since you are interested ========== ditto

excuse two: too expensive
1 value method: (value is greater than the price)
Mr. Customer, I'm pleased you so care about the amount, because that is what our company the maximum magnetic advantage, you ambition no coincide, a product of real value is what she can do as you, instead you must disburse as much for her money? This is the most valuable portions of the product? (Do you agree with me that said it? Below give a assumed)
Suppose you infinite abandon, the two kilometers to go, dying of thirst, and a decanter of water can be value millions, for drinking the bottles of water, she lets you be to do what you absence to work home exertion, which namely the value of the bottles of water,
If you have a person come to sell the water, a bottle of water to sell you a hundred dollars,Lacoste Tourelle Trainers, I guarantee you will not sale with her, you will buy this bottle of water, you think so?
2 the cost method: (the price is greater than the price)
Mr. Customer, let me show you, you just concern about the price of a moment, that is, when you just start buying, but to the plenary use of the product process, assure that you will be very concerned about the quality and hereafter of this product to your service.
Do not you agree, would prefer invest a little morsel more than originally planned, and do not invest more than you should invest a little bit fewer Well? You know a secondary product, in the end she will pay a higher price for it? Think about is saving a little money in front of (because of low) long-term detriment of hand, more money wasted, do not you willing to do?
3 Quality Act:
Mr. Customer, I completely agree with you, our products are really expensive, but it has a truth, of course,Womens Lacoste Observe Trainers, most people including you and me are very clear: that is, has always been not cheap, cheap, no good goods
Again, when we buying a commodity, many entities will be to forget, also including price, but we will not forget, whatever, a problem often penniless products and needy after-sales headache services, you are not the cause for this? I think
course, I'm not saying anything on that other people will be poor, I am just stating a fact, and I am also admitted that this market may be cheaper than us, but I really do not want a company to give customers lower prices and transaction commerce, and then go to the outlay of profits as a service, I would like to wish each customer the service they receive 100%, since their products can be discounted, I think their service must also be deducted!
4 decomposition:
you how much? Calculate the product of the year? Calculate the average year price of? Obtained along dividing the number 52?
count the average weekly price divided by 5 if you office use, if used at home is divided by 7 (newspaper) calculate your average everyday number?
5 If the method:
Mr. Customer, if the price can be a little cheap, so today you can make a decision?
6 clear method:
compared with what? Why? What is the difference of place? Both the same? Why?

excuse three: do not house cheaper
Mr. Customer, you may be right, you may be capable to ascertain cheaper homes in other products, but in today's society, we all want the best with the least money to buy things,Lacoste Strap Trainers, not it?

same time, I often hear the fact that the cheapest products often can not achieve the best results, is not it?

Mr. Customer, I consider many human including you and me of course, in the buy of any one product, the appraisal will be to do three things: 1, 2 best quality, best service 3, the lowest price,
right? Mr. Customer.

but at present I have not found any one company can invest to customers of these three things, cheap, cheap merchandise are often not good, you is not it? Mr. Customer?

So, I was quaint, in order to make long-term use of this product and you can get good service, I ask three things for you, which one are you willing to give it?
is the best quality?

So What is the best service?

Oh, that is, the lowest price?


excuse four: flood
Mr. Customer, I can understand this, a well-managed companies do is to cautiously budgeted, since the budget is to assist companies achieve profit targets one major tool, is not it?

yet occasionally in mandate to attain a outcome, our tool itself should be amenable, you say, right?

achieve this goal is only a profit, and there are N number of tools or means, you said I said, right? Wo shuo de you tongyi ma?

today that if dissimilar product can bring your company long-term profitability and competitiveness, as decision producers, in order to achieve better results, you make it or you control your budget to master budget it?

excuse Five: I am very satisfied with the products currently in use (there are 8 steps to ask the demand)
①, to know the customers currently using the product? How long to use?
②, to kas long asshe is now satisfied with this product?
③, to know her before using the product in the use of anybody product?
④, apt know thatshe had accustomed the product before the production into use now, behind catching into list that the main advantage alternatively benefit?
⑤, after the change of use to know all of these benefits have been it?
⑥, if you have entire been really, truly very satisfied?
⑦, if it were not for satisfied, what those places are not satisfied with it? Those places also need to improve it?
⑧, What if my product can meet your current or current difficulties are not satisfied with, what you are willing to take the time to study about it?
coherent:
Would you buy me
C product?

Oh, how long you use the B out?
It's also handy with
, satisfaction?

that you use before B is what?
You had 2 annuals ago namely
transferred from A to B when you consider what good is it?

use afterward to get it changing you fair said, these benefits of it?

you were really satisfied? It now also (still) or very satisfied with it?

since two years ago, you told me made from C into B's decision and was very satisfied with their consideration of act it now Why did you renounce the one with the same opportunities in front of you then? Did you think to bring you more benefits, why you no longer do a decision? You say there is no reason you?
excuse to six: × × time I buy? In the second half after I buy?
Mr. Customer, I ask in the second half you will buy it?

I would favor to ask Mr. Customer, buy now and the second half of the difference among what you buy?

you know now to buy benefits? You know the harm until the second half after the buy it?
Calculation I give you the second half after you buy your loss is how much? If you buy now you will acquire how much? Oh, we can come to the math

plea Seven: I ambition to ask so and so I must ask my boss?
ask Mr. Customer, you are our prices have further questions?

company that does what our problem?

it does for me individually, what problem?

that there are other issues would you do?

nice, if I were you ask your foreman, you can make a determination, you buy it?

good, it means that your recognition of my products are also very happy to recommend my products to others, is not it?

great, then when can we meet it with your boss? I'll help you with your boss in the interpretation of time, of course, to the time you have to memorize to help yourself to recommend this product to your boss Oh! I wish us a happy 1


I spent an nightfall book out, could do business selling some of my friends learn! If any faults, amuse point out!

Mr. Shi wrote
in Taizhou, Zhejiang