Salesperson eloquence skills training

Chapter 45 The Quiet Client

"Eloquence Book"

Salesperson: "Hello, sir, it seems that you still have a good impression of this camera, may I take it out for you to try?"

Customer: "Yeah."

Salesperson: "What do you think, it feels and looks good?"

Customer: "Yeah."

Salesperson: "Do you like its performance? It features... Does this meet your requirements?"

Customer: "Yeah."

Salesperson: "The current price is... Seeing that you are very interested in it, it is not easy to buy the product you like now. Let me ask the manager for instructions and give me a lower price discount, do you think this is okay?"

Customer: "Let me see again."

The analysis salesman must have encountered many similar customers. They are taciturn, and it is often difficult for the salesman to understand the thoughts in their hearts. This kind of customers is also the most difficult and headache for the salesman.They do not raise objections to the products, do not express their purchase intentions and preferences, and the salesperson cannot really communicate with them.To deal with such customers, what the salesperson should do is to eliminate their vigilance and stimulate their desire to ask questions, so as to allow the communication to continue, so as to facilitate the transaction.

Reticent customers are the most troublesome for salesmen. They are just the opposite of chattering customers. They are mature, steady, unhurried, and relatively rational. They may listen carefully to the salesman's promotional words, but rarely express their opinions. .Salespeople are often unable to judge and guess what their true inner thoughts and evaluations are.

(1) Reticent customers

Analysis We often see such scenes: the customer has an indifferent expression and does not open the "golden mouth", the salesperson is drooling, his tongue is spinning, his face is red and white, and he is uneasy. How embarrassing the atmosphere is.Sometimes, in order to activate the atmosphere and increase interaction, the salesperson frequently asks the customer questions. The more active the salesperson is, the more serious the customer's silent resistance will be. When your mouth is dry, he suddenly said: "Don't waste your tongue I won’t buy your product.” Therefore, many salespersons are more afraid of such taciturn customers, and they would rather argue with chattering customers than try to figure out how to communicate with taciturn customers.

But in fact, taciturn customers are not difficult to deal with. They don't speak, most of the time it's because they are wary or hate the salesman or the products the salesman is selling.In fact, customers who don't like to talk are not naturally dull. As long as the salesperson can find the topics they care about, do what they like, show sincerity and stability, and strive to leave a good first impression on the other party, and get closer to them. Their distance, the other party will also be happy to have a conversation.

Because the salesperson can't judge the real reason why the customer doesn't speak at the beginning, so it's better to avoid talking too much, try to let the other party have the opportunity to experience the product and express ideas, when interviewing with this kind of customer, try to be as persuasive as possible, and use logic to inspire Ways to persuade customers, and provide corresponding information and supporting documents for customers to analyze, think and judge and compare, so as to strengthen customers' confidence in the product and arouse the other party's desire to buy.

(2) For customers who are in a bad mood
Some customers are not really reticent, but just encountered unpleasant and sad things at this time, such as being criticized by their superiors, crisis in their marriage life, disputes with colleagues, and being reprimanded by their superiors.He knew very well that his mood at this time was very fluctuating, and once he found a channel to vent, he would vent all his dissatisfaction and grief on others.He understood this very well, so he tried to keep his mouth shut.

For such customers, the salesperson should understand that they are very responsible and responsible for themselves and their work.So don't misunderstand him, you should give him understanding, and then find a way to make the other party happy and find a way to communicate with him.If you can't do it, the best way is to come back to communicate with such customers another day.

(3) For customers who "open your mouth, disaster will come"
This type of customer thinks that the salesperson will regard his own words as the motivation to buy. He knows that the salesperson has a strong ability to observe words and emotions, and it is easy to understand the customer's thoughts. The other party seduces and takes advantage of it, fearing that it will cause business losses because of speaking, so try to keep silent.

When communicating with such a customer, it is best for the salesperson not to talk to him about business affairs or his past sales experience. This will make the other party feel that you are "eloquent", and will be more resistant and defensive against you.The salesman should show his sincerity more, let the other party feel that you are more sincere and safer, let him feel that he can control himself in the transaction, and have confidence in his words and deeds, so as to let go of the conflicting psychology and communicate with you. Normal communication.

In short, for customers who speak few words, the salesperson must first find out the psychological motivation of the other party, so that even if they are rejected, they can determine the next step.If the other party really rejects you, you can give up this opportunity first, and it is not too late to make a deal later.

Eloquence
When talking to a quiet customer, don't talk yourself out of the way and ignore the customer.

Salesmen can't ask every customer of yours to be cheerful, and they can't reject customers because of their different personalities.

As long as the quiet customer speaks, it is half the battle.

Everyone has hobbies and weaknesses, and so do quiet clients.Do what he likes first, let him recognize you, and then attack him according to his weakness.

(End of this chapter)