Sales is a results of Heroes game sales is to deal. There was no transaction, no matter how good the sales process can only be spent snowy night wind. In the salesman's mind, in addition to the transaction, no choice. But the customer is always so In this process is important, the retinue description is excluded ...
sales is a results of Heroes game sales is to deal. There was no transaction, no material how good the sales process can only be spent snowy night air. In the salesman's mind, in addition to the transaction, no choice. But the customer is always so In this process is important, eliminate the following description of several customers doubt transaction method:
1, the customer said: I want to think about it.
responses: time is money. Opportunity makes the thief to.
(1) investigation method:
ordinarily in this case, the customer amused in the product, but you could not diagram out the presentation (such as: certain details), or hiding something (such as: no money, no decision-making power) not decision-making, then there are quite off the words. So to clarify the reasons for the use of inquiry method will then prescribe the right medication to remedy the patient. Such as: Sir, I have in the end is where we explained, so you say you must think?
(2) assuming method:
suppose swiftly the transaction, the customer can get what benefits (or elated), if necessary immediately deal with the hand may lose some of the benefits (the pain), the use of the hypocrisy of people rapidly to assist transactions. Such as: Mr. X, our products must be very interested absolutely. Suppose you buy now, you can acquire × × (plus gifts). We come once a month (or have a promotion), there are now many people want to buy this product, if you do not timely decisions, ... ...
(3) direct method:
by determining the customer's situation, linear question to the customer, especially for men there is a question of money the buyer, the direct method can shock him, forcing him to pay the bill. Such as: × × President, really, would not be a money problem? Or shirk it you are in, you want to run me
2, the customer said: too expensive.
responses: you pay for, in truth, is not expensive.
(1) Comparative Law:
① compared with alike products. Such as: market × × × × brand of money, this product cheaper than the brand more acceptable × ×, × × brand than the quality also good.
② additional items with the same value to contrast. Such as: × × money can now buy a, b, c, d and so a few entities, and this product is that you absence most now, not now buy a little expensive.
(2) damage up method:
the product of several makeup parts apart, some chapter of the explanation, each of which is not expensive, the more cheaper together.
(3) average:
the price dispensed to monthly, newspaper, everyday,
Nike Shox Sko Norge, principally as some of the maximum efficient high-end apparel bargains. Generally only wear clothing to purchase the digit of days, and buy a brand you tin wear a number of days, aboard average each day extra, buy priceless brand name namely apparently cost-effective. Such as: You can use this production numerous years? Calculated by × × years, × × × × a week on the tangible daytime of the investment namely how much you spend every × × money, you can get this production, value!
(4) Praise method:
compliment by customers had to face the pocket. Such as: Sir, look you know usually very focused × × (such as: instruments, quality of life, etc.) you, will not be reluctant to buy the product or service.
3, the customer said: the market downturn.
Responses: downturn to buy, sell good times.
(1) amuse the method:
intelligent people disclose a trick: When people are selling, buying successful; when others are buying, selling champions. Now decisions need prowess and wisdom of many very successful people are in a recession, when the establishment of their success. By said buyer smart, smart, successful people and other matters, to please the customer, get carried away when out of the billfold!
(2) of the small law:
the macro-economy is a huge environmental alterations, a unattached individual can not be changed, for everyone in a short time or tread by tread, always This will reduce the matter, will trivialize to deal with, the transaction will reduce the shock of the macro-environment. Such as: a lot of people these days talking about the mall downturn, but for us personally, but no important impact, so that it will not affect your buying × × products.
(3) examples of law:
citation before examples, cite successful examples, cite examples around, give a class of examples of general action of groups of people, give a renowned sample, give examples of leading, give examples of idol singers, so that customers appetite, thrust, Buy Now. Such as: Mr. X, × × × × time people buy this product, how are you feeling later use (have any remarks on what changes he has). Today, you have the same opportunity to make the same decision,
Nike Shox R2, will you?
4, the customer said: can not cheaper.
measures: cost reflects the value, no nice low goods
(1) gains and losses method:
trading is an investment, the gains will lose. Simply the price to make a purchase decision is not comprehensive, equitable see by the price, it will ignore the quality, service, value-added products, etc., which to buy themselves a compassion. Such as: Do you think too much you invest in a particular product? Too little investment, but also has his problems, too little investment, so you pay more, because you purchased the product can not achieve the reward period to encounter (can not enjoy products, some annexed features).
(2) cards method:
products currently in this price is the minimum price the country has come to Dier, you want to be lower, we really can not. Through bluff (in fact, not cards, there are thousands of miles away from the cards), allow customers to feel that this price is reasonable, buy Debu wastage.
(3) frank method:
little in this globe have the opportunity to spend a little money to buy the highest quality products, this is a fact, there are contingencies to tell customers not to psychology. Such as: If you do need a low price, We do not have, we understand that other places do not, but there's a little expensive × × products, you can look at.
5, the customer said: somewhere else cheaper.
measures: service price. Now proliferation of counterfeit goods.
(1) Analysis:
Most people make buying determinations, often about 3 things: the 1st is product quality, and the second is the product of price, and the third is the product of service. Shifts in these three districts to diagnose, to disperse the concerns of the customer in mind with doubt, it Such as: × × President, it may be true, after all, everyone wants the least value of money to buy the highest quality products. But the service is good here, can aid to × ×, can invest × ×, you buy elsewhere, not so much service, you must pay something to do his × ×, so they consume your time , but not to save money, or more appropriate here.
(2) shift method:
do not say their advantage, cornering an objective and just to say that other parts of the weak, and kept saying again, demolishing psychological defense customers. Such as: I have never found: that company (elsewhere) at the lowest price providing the highest quality products, but also to provide the best service. I × × (relatives or friends) final week, where they bought × ×, needless on the bad days, and no one repairs, look for quondam wrong viewpoint ... ...
(3) to remind the law :
proliferation of forgery goods immediately to prompt customers not to seek cheaper and more injury than good. Such as: For your pleasure,
Nike Shox R6, high quality service and peerless price aspects which 1 do you choose? You are willing to martyrdom the quality of products but only cheaper? How to do if you bought a ########? You are willing to do our good after-sales Services do? × × President, sometimes we invest a mini more to get what we really absence the product, which is quite value it, you say it?
6, customers say: No budget (no money) .
responses: the system is dead, people are alive. No conditions can establish the conditions.
(1) forward-looking method:
product can explain the benefits of listening to customers,
Nike Shox Menn, urging customers to budget and contribute to the procurement. Such as: × ×, I know the reason of a sound management requires thoughtful budgeting. Budget is to help companies achieve their goals an important tool, but the tool itself to be malleable, you say it? × × products can help your corporation amend performance and mushroom profits, you still to adjust the budget along to actual situation it!
(2) Psychological methods
inquiry products can not only send benefits to the purchasers themselves, but likewise bring benefits to the human nigh. Purchase can be the boss, family like and appreciate, if you do not buy, will lose a performance chance, and very essential for buyers, lost, the grief! Especially for some of the company's purchasing ministry, you can differentiate them to antagonists In use, what benefits have been produced, not to buy will be leading get behind.
7, customers say: it really worth that much money you?
responses: suspected spy, is naturally surmise after.
(1) Investment Law:
make buying decisions is an investment decision, it is complicated for mediocre people to make the right investment is expected to appraise the effects are in use or the use of the process of gradually understand and feel the product or service to bring their own interests. Since the investment, we should see more of what will occur, and now maybe only a small part of the role, but play a significant role in the future, so it was worth!
(2) refute the law:
use counter for customers to strengthen their buying decision is correct. Such as: you are a discerning human, you can now do suspect it? Your decision is wise, naught you do not believe me, you do not believe they do?
(3) positive law:
value! analysis to the customer to listen repeatedly to dispel the concerns of customers. Can be analyzed, can be dismantled and analysis, but also case in point certify.
8, customers say: No, I do not ... ...
response: My dictionary has no
(1) bragging method:
bragging is lying, bragging in the process of selling the salesman said not to make unfounded, then sale, then. Salesman but by bragging that the determination of sales, meantime allowing customers to have more understanding of their own, so that customers believe that you have an avail in part of, is an expert. Trust handle. Such as: I understand there are many reasons to avoid your day a lot of salesman you accept their products. But my experience tells me: no one can say no to me, to say no we eventually became friends. When he told me to say no, he actually is about to hand the benefits (benefits) to say no.
(2) than the Heart:
salesman actually sell products to others, rejected, can be their true position and feelings to share with customers talk out, to win the compassion of the customer , resulting in sympathy, contribute to the procurement. Such as: If there is a product your customers love, and want very much to have it,
Nike Shox OZ, you will not be because a little problem and let the customer you would not? × × so today I will not let you, Mr. I say no.
(3) dead grinding method:
we say that the persevering, in the marketing process, not for you ask the customer, the customer to say what the product. The customer is always subconsciously antagonist ward and refused to others, so the sales staff to persist, continue to sell to customers. If a customer refuses a while, the salesman on the recede,
Nike Shox, customer sales staff will not quit anybody impression.
[Summary]
is capability, is a shortcut, but the usages secondhand have to be versed with London Health clever. This requires the seller to sell in the daily process of conscious use of these means, field practice, to When the client doubts what happens, the brain does not require thinking, our approach to Chukouchengzhang. By namely period, the customer's mind really is,
Teach you apt handle with customers 24 kinds of sk
the schedule
me now. Biochemist
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