Salesperson eloquence skills training

Chapter 52 The Suspicious Client

"Eloquence Book"

Customer: "Is your product really as good as you said? I can't see it." Salesperson: "You have also seen the performance of the product just now. If you pay attention, this is a product with higher performance among similar products. The price is relatively low because of the improvement in technology. So this price is the best.”

Customer: "Then why is the back cover of this product so thin to the touch, is it easy to break?"

Salesperson: "The shell of our product is made of XX-shaped plastic, which is durable. This is also to reduce the weight, which is also convenient for you to carry."

Customer: "Okay, then get me one. I think it's okay."

The salesperson brought a product to the customer.

The customer said: "What is the thing on this model you gave me? Why does it look so old? It can't be someone's return."

It is also very common to analyze this type of customer, always suspecting that what the salesman said and did to him was deliberately deceiving him.There is a look of distrust everywhere, and even this kind of customers will look you up and down, sometimes stare at you, and sometimes smile at you mysteriously, as if he has seen through some of your secrets.Such customers are suspicious customers.Relatively speaking, salespeople don't like to contact suspicious customers, because in the process, customers can't stand your suspicious eyes and intentional refusal attitude.Sometimes, under the scrutiny of his suspicious eyes, the salesperson talked for a long time with a smile on his face, but they were still indifferent.

There are certain reasons why such customers are suspicious, and they can be roughly divided into the following three categories:
(1) Have been deceived by such customers
Maybe I believed the manufacturer's propaganda before, maybe I bought inferior and fake products because I was greedy for small profits.If you are fooled again and again, you will become very wary, and you will be very cautious when trading again.

From the perspective of the reason, this type of customer was deceived before, and this trauma will be enough to change his views on all salesmen and their products, and he is wary of salesmen.

(2) Customers who are wary of salespeople
You may also have bought inferior products because you believed in "sweet words" before.Or because the face was relatively thin before, it was easy to be broken under the strong offensive of the salesperson, and the final purchase price may be higher than expected.Therefore, this kind of customers have an aversion to the salesperson, suspicion and worry are the performance of this kind of customers.

(3) Thoughtful customers

When this kind of customers look at the product, they must be satisfied with the performance, quality, model and after-sales service of the product before making up their minds. It is a standard rational purchase.

Why such customers have this mentality, in most cases, is related to the customer's economic situation.If the price of the product occupies a large weight in the customer's existing funds, the customer will think that the purchase of this product must be perfect, so that the money is worthwhile and meaningful.

To deal with suspicious customers, the salesperson must first be kind and honest in attitude. Suspicious customers prefer honest salesmen. Transition that feeling to your product.

Salespersons cannot lure such customers, and should respect their emotions more, especially their various doubts and opinions.In terms of product quality, the salesperson can properly express agreement with the customer's opinion, and even take the initiative to admit some problems with the product. Of course, these problems are harmless and will not affect the use of the product.like:

"Although the quality of our products is top-notch, the styles are not too fashionable. This is where we need to improve."

If you need evidence to prove the customer's doubts, the salesperson is best to come up with some real evidence to prove that what you said is true and not adulterated, so that he can be convinced.

Eloquence
When dealing with a suspicious customer, the salesperson should give him a frank and honest feeling in his attitude, and pay attention to his tone of voice.

Do not lure suspicious clients, try to understand their emotions, especially their multiple concerns and opinions.

When dealing with the doubts of suspicious customers, the salesperson should show more real evidence so as to convince him.

In the introduction of product performance, some innocuous shortcomings can be mentioned in exchange for the trust of customers.

(End of this chapter)