Salesperson eloquence skills training

Chapter 18 Properly create some suspense

"Eloquence Book"

Tom was in charge of selling a $280 cooking appliance. Once, he went to the door to sell a customer, and the customer immediately rejected him: "I will not buy something that expensive."

The next day, Tom still knocked on the customer's door. When the customer opened the door and saw him, he immediately said, "I won't buy your things." He took out a one-dollar bill, tore it up in front of the customer, and said to the customer, "Do you feel bad?" The customer looked at him in surprise, and Tom left without waiting for the customer's answer.

On the third day, Tom came to the customer's door again. After the customer opened the door, Tom took out another one-dollar bill and tore it up in front of him.Then ask: "Are you distressed?"

The client said: "I don't feel bad. You are tearing up your own money. If you want, go ahead and tear it up."

Tom said, "It's not my money I'm tearing up, it's your money."

The customer is very strange: "How can it be my money?"

Tom said: "You have been married for 20 years. If you use my cooking utensils for 20 years, you can save 1 dollar a day, 360 dollars a year, and 20 dollars in 7200 years. $7200? You still didn’t use it today, so you ripped off another $1.”

The customer was convinced by his words and immediately bought Tom's products.

Analyzing and creating suspense is a clever method of publicity and sales, and a skill and art to impress customers.The main purpose of creating suspense is to arouse the curiosity of the customer, improve his attention, and make the customer have a strong desire to explore the answer to the question. When the salesman turns from the customer's curiosity to the performance of the product, he has achieved the purpose of publicity and sales. Purpose.

There is no fixed routine for creating suspense, and there is no ready-made model to follow. Idioms, allusions, poems and songs can be used, and even a sentence of advertisement, an action, or a word can be used to create suspense in different forms and contents.

(1) suspense can arouse the interest of customers
A good opening statement is half the battle.If the salesman can use the suspense to arouse the customer's curiosity, thereby arousing the customer's attention and interest, and then sell the product from it, he can quickly move to the next stage.

When a life insurance salesman saw a client, he said to the client: "I have a lifebuoy to sell to you, how much are you going to pay?"

"I don't need a lifebuoy," replied the customer.

"If you were sitting in a sinking boat, how much would you be willing to spend?" Starting with such a strange question, the salesman began to clarify the idea to customers: people must take out insurance before the actual need arises.Through his further explanation, it naturally aroused the customer's attention to insurance and stimulated his desire to buy.

(2) Suspense can arouse the curiosity of customers

There is a young and beautiful saleswoman named Mary who sells "Encyclopedia" for a publishing house. She has achieved remarkable success because her sales method is very special:
She always visited when the couple were both at home, and when they met she took her husband aside and, speaking in as low a voice as possible, told him about the contents of the Encyclopedia and the value of its purchase.At this time, the wife always felt strange about Mary's behavior and wanted to hear what they were talking about, but she couldn't hear clearly.So, she couldn't help but go forward to ask what happened.At this time, Mary told his wife the content and purchase value of the "Encyclopedia" and explained her husband's purchase attitude.Wives generally readily agree to Mary's purchase requests.

Mary's marketing method is aimed at the wife's curiosity and jealousy, because her behavior arouses the wife's curiosity and arouses her attention, which prompts her to buy before her husband agrees, thus achieving the purpose of sales.

(3) Use suspense

Issues that need attention There are many issues that need to be paid attention to in the use of suspense, so as to avoid using it wrongly and cause customers' resentment:

Suspense should be related to the product sold. This relationship may be direct or intrinsic.But if the suspense created by the salesperson has nothing to do with the product, the efforts of the salesperson can only be in vain.

The method adopted should not make people feel weird. Salespeople can use various types of suspense methods, but this method must be reasonable or based on facts, and they cannot fabricate some strange theories out of thin air to attract customers.

To make customers really feel curious and suspenseful, the target is the customer, and the salesperson's method can't just be curious, but ignore the psychological feelings of the customer.

Creating suspense is the ability and skill that a salesman should have. In addition to having extensive knowledge, he must also figure out the customer's curiosity and arrange it carefully. This is actually an ingenious art that requires effort and hard work. .

Eloquence
People tend to pay special attention to things that are not familiar to them, do not understand, do not know, or are different.

Creating suspense is to arouse the curiosity of customers, so that customers can pay attention to your explanation.

Create suspense about the product you're selling, or customers will feel cheated.

Everyone has curiosity, the key is how you use it skillfully to achieve the purpose of getting close to customers.

(End of this chapter)