Customer: I think about it! Sales experts teach you how to force a single!

Customer: I think about it! Sales experts teach you how to force a single! 2016-07-17Sales Director

When doing the sale of the deal frequently asked questions:

1. Customers are very interested in buying our products, but our sales staff are still chattering, wait until the attempt to deal with the customer said: I am considering. consider. The result is that the customer is gone.

2. The customer's requirements are clear, and he is satisfied with our products. In the deal that moment, because of the price problem, can not reach agreement, nothing.

3. The client has no major problem with the solution we offer, but only presents some flaws, and when it comes to the price issue, or makes it difficult for the salesperson, the salesperson is either guided by the customer, or I am from, resulting in no deal.

4. Customers like our brand and products, and have decided to buy, but not satisfied with the price to be cheap, and our sales staff did not grasp their own, the price is too fast, so that customers do not feel the cost, Recommend a let you no longer look at the sales book: Xiaoshouxue lead to the customer after the acceptance of products nitpick, for after-sales service buried hidden trouble.

How to do?? At the company, "Are you signing today?" "It is a mantra that many salespeople greet each other when they meet, and many salesman friends know that nothing is equal to zero, and that the deal is above everything, but the relationship with the customer is better than before the deal is the ultimate goal of the salesman." But many salespeople do not know these simple truths, either no deal, or the deal after the relationship with the customer has become better, resulting in a lot of after-sales service, not to mention the future of the deal. Many friends began to ask, how to do the deal, how to do and customer happy deal? Add: Xiaoshouxue tell you what is sales!

First, how to force a single (assuming a deal)

Under what circumstances should a deal be assumed?

Perhaps this time a guide friend began to ask me, when the assumption of a deal? My answer is: when I was standing in front of a customer who was about to listen to my recommendation, I assumed I would make the deal. I even assume that the customers who initially let me touch the nails will become my important customers in the future.

There are many examples of hypothetical deals around us: for example, when you eat at a hotel, the waiter usually asks if you are drinking beer or white wine. There are two assumptions about this problem:

First, you have to drink;

Second, you have to drink the wine of their hotel.

Case Study: The story of selling a suit

Once, I was in Chengdu to board the time, visited the Canton Airport shopping mall, something happened. Follow the "world's top 500 workplace rules" to learn more about team management skills. I took a stroll to a shop that sells suits, and when I went to the store to see it, the salesman saw me walk in, and the first thing she asked me was, "Sir, would you like to wear a casual or formal suit?" ”

I said: "Look." ”

She said, "Sir, look at it casually." I see you are looking at formal suits, do you like Black, blue, or grey? ”

Her question was to let me answer that three any one of them would probably deal, black, blue, grey.

But I didn't answer, I said: "Look."

She said, "Sir, look at it casually." I see you are looking at the blue suit, excuse me sir, do you like double-breasted or single-breasted, I'll take it for you to try. "(This salesperson has a strong ability to observe)

I said: "Look." She asked questions as long as I answered double-breasted or single-breasted, almost all close to the deal. Master.

She said: "Sir, what do you do in the industry?" ”

"I am a professional lecturer and a professional trainer. ”

"Sir, it is no wonder that you are looking at blue suits, special eyes, pundits, professionals who are best suited to wear blue suits." So, sir, we have a special suit for you, is two buttons, very suitable for your size, but do not know there is no. I'll look for it. (This salesperson is very good at praising customers.)

It doesn't matter if you try it on, she doesn't have to ask me questions and go straight to action. When you look at her movements, she goes back and says, "Sir, I forgot to ask you how many yards you wore?" ”

I said, "48."

Oh ”

Got in. The last sentence 48 I answered, what does it mean to answer this statement?

"48 found out, come." It's a good fit, you try it on inside, the tailor is here, wait a minute. Let's go to the tailor for the tailor. ”

"Sir, have you tried?" Get out. ”

When you come out in a suit, "Sir, stand up and I'll measure your pants." To the heel, will you? ”

Oh

She immediately drew a piece of chalk on the trousers above the heel: "Sir, I measure the length of the sleeve, can I go this way?" ”

Oh

drew a bit.

"Is it okay to have a waist?" You stand up straight. ”

Oh

"Is that okay?"

Can

Interact with them.

"Is it okay to shoulder this?" "You're wearing a new suit with a chalk-grey mark in your size, and you don't want to buy it, do you think it's easy?" he said. Of course it's not easy. Recommend one that you no longer have to look at the sales book: Xiaoshouxue She said: "Sir, go over there and replace it, and the tailor will wait for you." ”

"How much?"

Look how much money has become, what is it called? It's called brainwashing. Wash what brain? It's not washing my brain, it's washing her own brain. She believes in the people I want to buy, so she asks these questions, do you like to wear blue, black or grey? Are you going to be casual or formal? Would you like a double row or a single row? You try. Let the tailor come. She brainwashed herself, and she was convinced that I was the one to buy, and she would talk to me like that. That's why I have such a change of mind, to answer questions with her thoughts. She washes her brain and washes people's brains. Persuade one's own people to persuade others, because she has the conviction of a deal.

Then I said, "a little cheaper." ”

She said: "4800 can't be cheap unless you have a membership card. ”

"Membership card I did not, but you let me use other membership card, you help me borrow a line?" ”

"Not really." ”

"Help me to borrow one." ”

"Sir, next time you're going to help me buy some more products." ”

Good You rest assured. ”

"Well, sir, I'll give you a discount, for more than 3,000 pieces." Do you want to make an invoice, sir? "(Help me to open a bill.) ）

She said, "Sir, the tailor is coming, and you are going to pay the payment desk." ”

When I paid back, the tailor got the payment voucher and began to sew. All the movements make me feel so natural, naturally, when I took the suit walk she said: "Sir, do you want to see the leisure suit again?" I said: "No, I'm going." "After I left, it was strange how I bought a suit, and wondered how I spent more than 3,000 dollars on a suit. I can't figure out what's going on.

Assumptions, assumptions, and assumptions

You can't just assume that the business will be successful when you have to sign it like a beginner. But in each negotiation, you have to assume that you are going to make a deal over and over again, and the customer will start to assume that he is going to buy your product. It's more important that you know Chinese consumers and don't like to tell salespeople what they really think. And our sales staff only know the customer's real idea, can solve the remedy, resolve the customer's objection, and finally complete the transaction. According to my eight years working experience in terminal line, I like to use the method of forcing a single to force out the real objection of the customer, finally solve his problem to complete the deal. Scary is a lot of salesman friends, single not signed down, and do not know why the customer refused to pick him up.

Second, forced orders (assuming a deal) common terms

When forcing a single, a salesperson friend can use some words. Here are some errors and correct words for your friends to compare and refer to:

The wrong argument:

"Can you order it today?" ”

"Will you pay this way?" (at the time of the deal, the salesman is reminded not to say the word "money".) )

"Thank you for your purchase"

"Good for the money"

The right word:

"Please sign your name here." ”

"You agree upon it." Please sign here and write harder because there are three copies of carbon paper in it. ”

"Please confirm."

"I want to congratulate you on making a wise decision."

"Would you please come over and do the formalities?"

"Are you paying by credit card or cash?"

The deal is actually very simple, remember this sentence: requirements, requirements, requirements, requirements are the key to deal. Most people do not dare to ask when they end the sale, do you think you have to ask for it every time you make a sale? No. I ask you to ask the customer for a deal at the end of each sale. Every time, the request is not enough, but also a second time. He said no not yet. and a third time. He's going to say no, I promise you. You have to have a fourth time and fifth time before you can get a business.

Customer: I think about it! Sales experts teach you how to force a single!