Salesperson eloquence skills training

Chapter 43 Some objections don't have to be taken seriously
"Eloquence Book"

A college graduate entered a big insurance company as an insurance salesman. He had a high IQ and elegant manners.Therefore, the company valued him very much. In order to make him an excellent insurance salesman, the company tried its best and taught him various skills in business methods.However, he did not achieve the success everyone imagined.

His weakness is that when he faces a client, the client tells him bluntly: "I'm not interested in life insurance." He can't continue the conversation.

In many cases, he was unable to utter a word.

It is normal to be directly rejected by customers. In the sales process, the possibility of a salesperson encountering rejection from customers is far greater than the possibility of successful sales.Therefore, how to deal with the customer's rejection is a problem that the salesperson must face.How often is "no interest" true, as in the case of the insurance salesman?How often can you go from "not interested" to "very interested"?That's what salespeople do.A salesman came in unexpectedly, he was an uninvited guest; he still occupied the customer's time to a certain extent by making an appointment by phone.Therefore, if the customer is not very interested in the product, it is normal for the salesperson to be rejected by the customer.

There are many reasons why a customer rejects a salesperson, and many reasons cannot be changed by the salesperson.What a salesperson can do is to cross the psychological barrier between the two parties through communication, stimulate the interest of the customer, stimulate the customer's desire to buy, and facilitate the transaction.In many cases, inappropriate selling by salespeople is a key factor in customer rejection.If the salesperson can change the way he communicates with customers and grasp the customer's mentality, the possibility of being rejected by customers will be significantly reduced.

Research shows that customers often reject salespeople out of habit.This has something to do with the personality of the public. People are generally dissatisfied with the status quo and eager for change, but at the same time they are resistant to new things. They reject new things because they don’t know enough about them and can’t grasp them. Maintain the status.Therefore, in the process of communicating with customers, the salesperson should eliminate these habitual rejections of customers, and overcome these unnecessary rejections.

In the following rejection methods, most customers are habitual resistance methods. The salesperson should not give up directly when they encounter a wall on this issue, but should go deep and find the real reason for the customer's rejection.

(1) I don't need

This is the way of rejection that salespeople often encounter, and it is also the way people say it most habitually.Statistics show that nearly 80% of customers are dissatisfied with existing products or services, but do not want to take any measures to change the status quo; 85% of customers do not actually have very clear needs.It can be seen that in most cases, the customer saying "I don't need" does not mean that communication cannot be carried out.Rather, in most cases, the salesperson's chattering introductions or introductions that do not meet the target have caused customers to resist.

However, "I don't need it" is the easiest thing to overcome. A good opening statement can avoid the customer's rejection. Although the customer says "I don't need it", in fact, his heart may already be ready to move.As long as you can speak enough to attract his interest, you have the key to open the door to success.

(2) I don't have money "I don't have money" is a close second to "I don't need" to use density.This kind of rejection is really annoying, and the difficulty in achieving the final sale also appears here.

However, this sentence is more often an excuse. If the customer's demand for the product is strong and necessary, resulting in an "urgent" demand, the excuse of having no money will be self-defeating.Therefore, the salesperson does not have to deny the sales promotion just because the customer raises the objection of "no money".If this happens, it only means that you are not enlightening enough about the needs of customers, and you do not understand much about the benefits that the product brings to customers.

(3) Questions that do not need to be answered
In the process of communication between the salesman and the customer, many problems are often encountered. For example, a customer seems to be interested in a home appliance, but before making a purchase decision, he suddenly blames some minor problems on the home appliance. During the debate, the customer left angrily.In fact, in this case, the problem that the customer refers to is most likely an excuse for him to lower the price, not the problem itself.Such objections do not need to be answered, and explanations and arguments will only make the question more and more confusing.

Similarly, many questions do not need to be answered: objections raised by customers will disappear as the business negotiation proceeds; some self-expressive questions; questions that are likely to cause disputes;For these questions, the salesman can not answer, the best way is: silence; pretend not to hear;

Eloquence
Genuine rejections are rare, most are just procrastination.

Salespeople usually prepare for objections, and take preventive actions at the beginning of communicating with customers.

Giving customers the opportunity to say "no" is unfortunate, but don't let a single "no" get you down.

For objections that do not need to be answered, it is best for the salesperson to pretend not to know, or to change the subject of the customer.

(End of this chapter)