Salesperson eloquence skills training

Chapter 47 The impatient client
"Eloquence Book"

Salesperson: "Mr. Liu, do you like this TV?"

Customer: "Good, good, good."

Salesman: "Yes, the performance of this TV is excellent. Its picture tube is imported. It has a very good circuit system. When the voltage is unstable, it will not affect the viewing of TV programs at all. Moreover, it It's digitally controlled..."

Client: "What do you want to say? Can you tell me the conclusion?"

Salesperson: "I mean, it's a high-end TV that's at the top of the market right now. Not only can it..."

Customer: "Yes, yes, how much does it cost?" Salesperson: "Because the performance of this TV is so superior, its price is relatively high, but the high performance naturally means high cost, high-quality audio-visual effect , brought you more than just..."

Customer: "How much do you tell me?"

Salesperson: "It's ×× yuan. If you buy this TV, you can not only enjoy the after-sales service of ordinary TVs, but also get..."

Customer: "Okay, okay, tell me how to pay..."

Analysis: The salesperson can’t laugh or cry when facing such a customer. Fortunately, the business has been concluded. If the salesperson persuades him to buy in the same way as he usually treats the customer, he may annoy the customer and run away.Such impatient customers always have a psychology of eagerness for results, and they will buy without hesitation when they see a good product.Therefore, when a salesperson encounters this kind of customer, he must adopt a special sales technique.

In the sales process, such impatient customers are rare.But it's much easier for a salesperson to deal with an impatient customer than with a quiet one.They are characterized by short-tempered, moody, easily make up their minds and change their minds.Although customers with this type of personality know that "haste makes waste", they often cannot control their emotions.

Impatient customers can be roughly divided into two categories. When a salesperson encounters an impatient customer, he must first judge and then act:
(1) Willful customers
This type of customer is characterized by capriciousness and doing things in their own way.Being a person is more self-indulgent, and never cares about one's words and deeds, so it may hurt many people.Because of their willfulness, they don't have a deep understanding of life and are often extreme, so they don't have many friends.

Such customers are generally arrogant, thinking that they are great, and that everyone around them revolves around them.If the salesman comes to sell, he will put on a superior posture and criticize the salesman.But when this kind of customer can't give full play to his personality and is suppressed, he tends to be restless and even violent.

(2) Natural impatient
Natural habits are difficult to change, and they themselves understand this, but they cannot change this kind of character, so it is just a matter of habit.When someone persuades him: "Quick people are easy to suffer." He generally ignores it.Even if he suffers from being impatient, he will tell himself: "There is no way, this is innate." People who are naturally impatient are generally more forthright, righteous, and open-minded in dealing with others.But this kind of person is also annoying sometimes, that is, he shifts the responsibility to others, thinking that others are not doing things well and dragging their feet.

When dealing with impatient customers, salesmen are prone to be emotional, and they will buy something they like immediately. If they do not meet their requirements afterwards, they will often regret it, and even blame the salesperson for this responsibility. I will never do business with you again.

Therefore, the salesperson should not think that this is a good opportunity just because the impatient customer is eager to close the deal.Instead, you should go through the sales process like other customers, keep calm, and calmly use the information you have to persuade impatient customers.

However, salesmen are different from ordinary customers when dealing with impatient customers. They must be straightforward and not procrastinated.For such customers, there is no need to have too many opening remarks and greetings, but to talk about the conclusion first, and then the reasons, which will give the customer a good impression.When an impatient customer asks you a question, the salesperson must give a concise answer to the question asked by the customer. If you want to fully explain the problem, you may wish to tell the customer first: "This is also very important."

Eloquence
When presenting a product to an impatient customer, start with the conclusion and then the reason.

When a salesperson communicates with an impatient customer, keep the greetings as brief as possible, and then get straight to the point.

If a salesperson sells an inappropriate product directly to a customer because they are impatient, they will surely resent them afterwards.

The salesperson must remain calm and sincere in the face of the capriciousness of impatient customers.

(End of this chapter)