Salesperson eloquence skills training

Chapter 51

"Eloquence Book"

Customer: "I'm very surprised, why are your company's products cheaper than other companies'? Is it because the performance is not so good if it is cheaper?"

Salesperson: "You have misunderstood. Although our company's product prices are relatively low, the product quality is very high, and some product performance indicators are much higher than similar products."

Customer: "Then why is there such a difference in price?"

Salesperson: "Because we pay attention to performance development and realize localization, the price has been reduced a lot."

Customer: "Will localization affect the quality of the product?"

Salesperson: "You can rest assured about the quality of the product, you see, we have passed..."

Analysis In the process of sales, the salesperson answers the objections raised by the customers step by step, that is, to control the progress and move towards the closing of the transaction.But sometimes, the salesperson finds that the customer has too many questions, and they go over and over again on some substantive questions, and the customer keeps asking one sentence after another. If the salesperson does not control the situation well, it will inevitably delay the transaction time.This type of customer belongs to the inquisitive type. Relatively speaking, the salesperson also attributes this type of customer to an industry that is difficult to deal with, because either the customer's question will be too weird for the salesman to answer; or the customer keeps asking some questions. For problems with different appearances but the same essence, the salesperson has to explain the same problem many times.So, how to deal with such customers?Are they really hard to deal with?We can do some analysis on such customers.

(1) Scholar-type inquisitive customers

This kind of customer has the same self-cultivation and temperament as a scholar, understands and knows more things, has a wide range of knowledge, likes to inquire about issues that they care about, and has a certain tendency to automatically research.

For such customers, the salesperson must produce rigorous evidence to prove that what you said is all the truth before he is willing to give up.For the performance and price of the product, you must strictly use numbers to prove the superiority of this type of product from the comparison with similar products.Only in this way can customers be convinced and firm in their purchase intentions.

(2) Child-type customers who pursue the fundamentals

This kind of customer has a lively personality, with childlike curiosity, feels strange about things that he has never seen before, and always likes to ask the truth about novel things.

Such customers don't pay much attention to the facts, as long as they explain clearly to him, he will be satisfied.Therefore, since the customer is like a child, it is enough to deal with him by answering the child's questions. It is enough to explain each question to the extent that he can understand it.

(3) Chat-type inquisitive customers

There is an inquisitive factor in the nature of this customer, who likes to chat with people, and most of them are women.For such a customer, the salesperson also chatted with him more, and during the chat, told him some market conditions, such as the recent market trend of similar products, and other customers' comments on the use of this product. On the issue, more emphasis should be placed on price and after-sales service, preferential methods and warranty content, which will easily affect such customers and receive unexpected results.

(4) Personality-type customers who pursue the fundamentals
Most of these customers have an inferiority complex and are afraid of being deceived, so they will ask more questions and make more judgments when purchasing products, and always ask for clarification.

For such customers, the salesperson should be very careful.He is different from the above category. The above chat-type customers ask questions only out of interest, without any psychological pressure, and do not place too much emphasis on the importance of the questions raised.Personality customers themselves have psychological pressure and are suspicious, so problems in product performance and efficacy are not very attractive to them. , Which well-known customers have worked hard in using products, etc. From these aspects, customers have established a degree of trust in the company, and do not lose the opportunity to praise the customer's appreciation, so that they can communicate well with the other party and achieve the purpose of sales.

Eloquence
For the child-type customer who asks the bottom line, the salesperson should take the trouble to explain his questions clearly one by one.

For the scholar-type customers who are inquisitive, the salesperson must present rigorous evidence to convince the customer.

For customers who are chatting and inquisitive, the salesperson should create an atmosphere for him that now is the best time to buy products.

For customers who are more inquisitive, the salesperson should allow customers to build trust in the company and products.

(End of this chapter)