Salesperson eloquence skills training

Chapter 32 Telling Clients the Truth Be Subtle

"Eloquence Book"

A salesman said to a customer: "Your car tires are already very thin, and they are likely to blow out in the last few days. Do you know what this means? Don't joke about the lives of your wife and children, hurry up and buy a new one." Bar."

He was immediately turned away by the client.

And another salesman told him: "Your tires can theoretically still last for 500 kilometers, but think about it, if you drive a car with new tires, how much peace of mind you will have! Don't worry about it, and don't worry about it." Scared, not going to add another expense. I know, that's exactly what you want."

The customer followed the advice of the second salesman and replaced the tire.

The analysis of the first salesman intimidating customers with dire predictions, what will happen if you don’t buy new tires, which can only arouse the customer’s resentment towards him; Guiding customers to their goals not only makes business, but also wins the favor of customers.

In the sales process, only when the salesperson treats the customer honestly can he gain the trust of the customer.If the customer finds that the salesman in front of him lacks honesty, no matter how tacit the communication between the two parties is, he will immediately become vigilant and even quickly give up the purchase decision that may have been formed.

No product is perfect.The salesperson should face up to the shortcomings of the product and arouse positive reactions from customers through honest actions.The salesperson must admit the shortcomings of the product. If you try to hide the shortcomings of the product, once the customer finds out the truth, no matter how much you explain, you will not be able to restore the customer's trust.

(1) Take the initiative to speak out about insignificant deficiencies
No product is ever perfect, and customers know it.If the salesperson only mentions the advantages of the product and does not mention the shortcomings of the product, then your sales will not be beautified in the hearts of customers, but will cause more concerns from customers. Therefore, tell customers about the shortcomings of the product necessary.

But it also requires skills to tell the shortcomings of the product. If the salesperson directly tells the customer the defect of the product rashly, it will definitely affect the customer's feeling about the product, and they will give up buying if they cannot accept the defect.Therefore, the salesperson should take the initiative to talk about some shortcomings of the product, but these shortcomings should be irrelevant, harmless, and acceptable to the other party, and when talking about these shortcomings, the attitude must be serious, so that customers feel If you feel your sincerity, then they will not care too much about these shortcomings.

(2) Tell the truth

When it comes to telling customers the truth, salespeople don't have to tell the truth about everything in every situation.Although there are some problems that the salesperson can say, they cannot be thrown out all at once; some problems that the salesperson cannot truthfully say, such as business secrets, etc.

Regarding these questions that cannot be said or are difficult to say, the salesperson must pay special attention, and don't just talk about it just to win the momentary happiness of the customer.When talking about some problems, you can use the strategy of slapping the east and the west, such as:

"The price problem you mentioned is actually not a big problem. The manufacturing investment of good products is naturally higher. Just imagine, if you spend less money to buy products with lower quality, would you be very depressed? And the quality of our products It is absolutely reliable."

(3) Take responsibility for what you say
When the salesperson communicates with the customer, don't promise lightly, and never promise what you can't do.And if you agree to the customer, you must find a way to do it. This is not only responsible for the customer, but also for yourself.If you talk nonsense and agree casually, not only will you not be able to establish your own reputation, but you will also lose the trust of your customers.

And if the salesperson can't do what he promised the customer, he must sincerely apologize to the customer and try to compensate the customer in other ways.

(4) Do not point directly at the customer's problem
Although the salesperson should regard the customer as God as much as possible, it is undeniable that these "Gods" also have their own shortcomings.Sometimes, they will treat you as a punching bag because they are unhappy; sometimes the conditions they put forward are too harsh; Just know it well, don't point it out directly, otherwise it may dampen the customer's self-esteem and affect your further communication.

Even if the customer suddenly changes his mind at the last minute, the salesperson must not be emotional, let alone criticize and swear. You must believe that there is a reason for him not to buy, and you must express your understanding and concern in your shoes.The first communication is just the beginning of the transaction. Even if the customer does not buy, as long as you leave a deep and friendly image to the customer, you will not worry that he will not come again.

Eloquence
No product is perfect, and no customer trusts it to be.

Tell those insignificant shortcomings in more detail, and customers will think you are a down-to-earth salesperson.

For those questions that are inconvenient or impossible to talk about, the salesperson should tell the customer honestly and not cover up.

Acknowledging the shortcomings of the product does not mean listing all the problems of the product sold in front of the customer.

(End of this chapter)