Salesperson eloquence skills training

Chapter 49 The Argumentative Client
"Eloquence Book"

Xiao Zhang: "The customer just now is really annoying. He doesn't understand anything, and he insists on pretending to be an expert, saying that the TV I sell is not good here, but not good there. He also said that the fuzzy control of the TV is better than the digital control. What do you think? Funny or not."

Xiao Liu: "Then how did you convince him?"

Xiao Zhang: "Convince him? At first I explained the difference to him and he didn't listen. Then I got angry and argued with him. I tried my best. In the end, he couldn't say a word, haha "Xiao Liu: "Then did he buy your TV?"

Xiao Zhang:

Analysis Some customers just like to argue, both for products they are familiar with or unfamiliar with.Argument is one of his characteristics, and it is difficult to change it.For such a customer, it is best for the salesperson to give him three points, and not to directly conflict or argue with him, because the ultimate goal of the salesperson is to sell the product to the customer.If you argue with the customer, although you win the debate, you lose the customer, and you still lose in the end.There is such a kind of customers who like to reason or talk nonsense with others by nature. No matter what happens to this kind of people or anything, they will criticize a few words and then make a self-righteous evaluation.They take pleasure in criticizing and arguing.

When encountering such a customer in the sales process, the salesman argues with him, if the salesman wins, the customer will naturally hate you even more, and of course refuses to do business with you; if the customer wins, he will put on a complacent attitude If you look down on the salesperson even more, you will naturally look down on your products.Therefore, it is not good for the salesman to argue directly with this kind of customer, whether he wins or loses.So, how does the salesperson deal with this kind of customer?
(1) Put a "high hat" on such customers

Such customers like to argue. If the salesman is not sincere, he will do things that are not in line with his "rules". For such customers, the salesman must first show respect, let them speak, and treat them with a kind attitude.

Everyone likes others to boast about themselves, and customers who love to argue are no exception. If the salesperson can grasp the customer's psychology, seize the opportunity, and put a "high hat" on the other party without knowing it, in order to obtain the final deal Even if you are defeated in a dispute, as long as you can follow the customer's wishes and let him buy your product, you will still be the ultimate winner.

"Yes, what you said is very reasonable. I will definitely reflect your words to our technical department and value your suggestions in the products to be studied in the future."

(2) Rituals first followed by the art of war
If you blindly flatter and flatter, it will also appear that the salesperson is of low character.For the controversial questions raised by such customers, if the salesperson first affirms the other party's opinion and then presents an authoritative proof, the customers will generally accept it, and it will be easy to conclude a deal with the customer.

"To be honest, I have not seen many customers who care about the performance of our company's products like you, and there are very few customers who understand our products like you, so I sincerely thank you for your suggestions. As you As I said, there are still some problems with our products, but now its market sales are very good, which shows that there are still many benefits. Thanks to the care of customers like you, we will pay more attention to improving the performance of the products. You bought If there are any problems with our products during use, you are welcome to continue to bring them up to us."

Eloquence
Even if the salesperson knows that the customer is sophistry, he cannot accuse or point out the other party.

Take a step back and the sky is brighter. If the salesperson wants to succeed in sales, he might as well let the customer take a step forward.

The ultimate goal of a salesperson is to successfully sell their products to customers, not to win or lose in an argument.

Even if you lose the argument, you are still the ultimate winner if the customer buys your product.

(End of this chapter)