Salesperson eloquence skills training

Chapter 44 Avoiding Arguments

"Eloquence Book"

Salesperson: "This massage chair launched by our company can promote blood circulation, correct the spine, and effectively prevent intervertebral disc herniation. It adopts international advanced technology in fitness."

Customer: "I know this. It's just that your price is too expensive. Similar products only sell for 5000 yuan, but you actually sell it for 8000 yuan. It's outrageous."

Salesperson: "Their products are imitated from our company, and there is no guarantee in terms of quality and effectiveness."

Customer: "But I have never seen your company's advertisements, but there are many other advertisements."

Salesperson: "We use the direct sales model, so we don't advertise."

Customer: "The price is still outrageous, can it be lowered?"

Salesperson: "Then how much do you want to pay for it?"

Customer: "5000 yuan."

Seller:

It is the most difficult thing to analyze when a salesperson and a customer get into an argument during communication. Arguing can only make two people get deeper and deeper on one issue.In the above case, the customer lacks understanding of the differences between similar products, and the salesperson is caught in the vortex of price disputes, which can only lead to the failure of sales promotion.

Some salespeople don't appear to be smarter than others, and may not be as hardworking as others, but they have very good results.Where is the mystery in this?That is persuasive power. Smartness does not mean wisdom, and wisdom does not mean strong persuasive power.We often encounter such a situation: when arguing with others, our point of view is obviously correct, but we just cannot convince others, and it ends in an unpleasant situation.Therefore, psychologists believe that arguing is meaningless if you want others to agree with you.Especially pointless arguments.

(1) Avoid staying in price disputes

In the sales promotion process, the price is the main content of the negotiation between the salesman and the customer, and it is also an important factor related to whether the transaction is made or not. It involves the distribution of interests of both parties. If it cannot be coordinated, the transaction will be difficult to achieve.

Price disputes are often due to the lack of introduction and communication by the salesperson, so that customers lack a reasonable understanding of the performance and use value of the product, have no specific understanding of the differences between existing products in the market, and lack a reasonable estimate of the cost of the product , so doubt the rationality of the product price.

For such a problem, the salesperson cannot stay in the price dispute with the customer. If the dispute continues, the two sides will only get deeper and deeper, and eventually no one can convince the other, resulting in the failure of sales.The salesperson should jump out of the price debate, judge the reason for the customer's dispute, reasonably estimate the customer's economic status, find out the customer's measure of price, and find out the customer's preference in terms of product performance, explain it in detail to satisfy the customer, and finally let the customer Recognize the value of the product and downplay the influence of the price itself on him.

(2) A wise man first agrees, and a fool first denies. Chinese people are concerned about face. Sometimes even if they do something wrong, in order to maintain face and gain self-esteem, they often have to argue with others, but the result of the argument can only make both sides quarrel. Parted unhappy.The customer also has the same mentality, so arguing with the customer, the salesman is bound to fail.

A good salesperson will take advantage of the customer's mentality, without too much debate, affirm the customer on the surface, so that he can gain a sense of self-esteem, and then hint at the real problem of the customer from the details.This avoids arguments and allows customers to understand the truth.

Mr. Li bought a suit, and because it was faded, his shirt collar was stained black. He came to the store and asked to return it.Unexpectedly, before he finished speaking, he was interrupted by the salesperson: "I have sold hundreds of sets of this kind of clothes, and this is the first time someone has come to find fault."

After hearing this, Mr. Li found it hard to accept, so he quarreled with the salesperson.Soon the manager came over and stopped the quarrel.Let Mr. Li explain the reason and agree with him: the shirt is blackened by the suit.Then tell him bluntly, "We can do whatever you want us to do with this dress."

Mr. Li said, "I want to hear your opinion."

Therefore, the manager suggested that Mr. Li try wearing it for another week: "If you are still not satisfied at that time, we will definitely give you another one that you are satisfied with. We are sorry for causing you such trouble this time."

A week passed, and there was nothing wrong with the dress, and Mr. Li regained his trust in the store.

(3) Use humor to avoid arguments
Customer: "Excuse me, have you got a new chef?"

Waiter: "Yes, how do you know?"

Customer: "Of course I know. On weekdays, there is always a white hair in the soup here. Today, the hair in the bowl is black."

This gentleman played his humor very cleverly, expressed his opinion to the other party tactfully, and saved face for the other party, so as not to cause the two parties to argue.

The waiter had an idea and said: "Sir, what you said may be the previous situation. Our current new chef has a bald head."

He used humor to help him out of embarrassment, and at the same time avoided a verbal confrontation amidst a lot of laughter.

Eloquence
Salesmen must learn to get rid of pure price disputes, and avoid communication only on price disputes.

The victory obtained from the argument is of little significance to the salesman.

Avoiding unreasonable arguments, the salesperson should focus on the customer's approval of the product.

Humor can ease the conflict between the two parties, thereby resolving the debate.

(End of this chapter)