Salesperson eloquence skills training

Chapter 46 The Boisterous Client

"Eloquence Book"

Customer: "Ah, so you are a salesman of ×× company."

Salesperson: "Yes, Mr. Hu. This time I am here mainly to introduce our latest products to you..."

Customer: "Come, come, come, come and sit. We don't need to meet outsiders. I am a good friend with the former marketing director of your company. I know all about your company's business."

Salesperson: "That's right! I have a good relationship with him, so we can be considered friends."

Customer: "According to me, there is a problem in your company's business, which is the problem of effective business management. I am very clear about this. You should be clear about it yourself?"

Salesperson: "I don't quite understand what you mean, please explain in detail, Mr. Hu."

Customer: "Well, that's..."

... half an hour passed.The customer said: "Ah, I have to go to a meeting, I almost forgot. Your company's products, I am not interested now, let's talk about it later."

Seller:

Although the analysis of boastful customers is better than taciturn customers, they have nothing to hide and say what they have, and the salesperson can easily get a lot of favorable information from the other party's speech.But this kind of customer is also a very bad conversation partner, because he always talks endlessly, occupies the dominant position of speaking, makes the salesperson follow his train of thought, and finally spends a long time of communication, but has no effect on the sales of the product. Too much effect.

Boasting customers are also easy to meet in daily life. It is not a big problem to maintain friendly communication with such customers. As long as the salesperson can occupy a dominant position in the conversation and guide customers to talk more about sales-related issues, Then use a variety of closing techniques, generally can close the deal.

The boastful customers can be divided into two categories according to the purpose of the customer's conversation: one is to use his eloquence to make the salesman retreat; the other is to be born with a talkative personality.When a salesperson faces a boastful customer, he must first determine the category of the customer, and then deal with it in detail.

(1) Dealing with talkative customers is to repel the salesman

In this case, the customer is deliberately using "boasting" as a shield, taking up more sales time, making the salesperson lose his way in the nonsense of the customer, and has no skills at all, and finally has no choice but to give up the sales.

Therefore, the salesperson should learn to discover the customer's true inner thoughts and resistance from the content of the customer's conversation.At this time, the salesperson can use the most direct method to use the customer's psychological misunderstanding, contradiction and desire to attack the customer's key points and make things clear.

(2) Dealing with customers who are naturally talkative
This type of customer has no bad intentions, and is much better than the former type of customer.Therefore, when dealing with such customers, the salesperson can only use the mentality of "not afraid of hardship and tiredness", no matter how sarcasm, refute, attack, or satirize the customer, don't argue with him or show unconfident emotions, let the customer Let's talk about it happily, after he has had a good time, talk to him about product issues, and customers will naturally accept it very easily.

However, no matter what kind of customers you are targeting, the key to a salesperson's success in sales is to look at the total sales in a certain period of time, not whether you can convince which customer.Therefore, in order to increase the total sales volume, it is necessary to complete the transaction in a shorter period of time.Therefore, the salesperson should go straight to the point, and directly touch the key points of sales issues during the gaps between customers' discussions, so as to avoid continuing to casually chat with customers.

Saying goodbye to boastful customers is a headache for many salespeople. If the timing and method of saying goodbye are inappropriate, customers will think that the service is not thoughtful and insincere.

How to seize the opportunity to say goodbye to the customer in time without hurting the customer's feelings?

Here is a successful example:

"Your speech is so interesting, I have gained a lot. You see, I forgot the time, I hope to have a long talk with you next time." This not only praised the customer, but also showed that I really have important I can't continue talking with the customer, so that I won't hurt the customer's feelings.When saying goodbye to a client, timing is important.Generally speaking, when the client inhales, it means that the conversation has reached a paragraph; and when the client exhales, it means that the client is about to speak again, so we must grasp this timing.

Eloquence
To deal with customers who like to talk, the salesperson should not be afraid of "hardship" or "tiredness", and give them a chance to talk when time permits.

For customers who are good at expressing themselves, the salesperson should show more professional knowledge, so as to win the trust of customers and increase the success rate of transactions.

When communicating with customers, salespeople should pay attention to controlling the time for small talk.

Time to say goodbye to a bombastic client without embarrassing him.

(End of this chapter)