Salesperson eloquence skills training

Chapter 53

"Eloquence Book"

Customer: "In my opinion, your product won't sell very well in this market."

Salesperson: "You are right, the market is like this. But we have very good sales in two nearby cities. Can you try to sell the product first? If the effect is good, continue; if the effect is not good , just stop. What do you think?"

Customer: "You can try it."

Salesperson: "Then please sign this order, okay. May I ask, what is your office phone number?"

Analysis In this case, the customer did not express any obvious objection. At this time, the salesperson can ask the customer to sign the order form.At this time, it is better for the salesperson to have another action of directly handing over the pen, so that the customer can make a quick decision, so as to achieve the goal of the transaction as soon as possible.The solicitation method, also known as the direct transaction method, is a method in which the salesperson actively proposes to the customer to purchase a product or service in simple and clear language.Under normal circumstances, after the two parties have negotiated and negotiated, the opinions have tended to be consistent, which indicates that the time for the transaction is ripe, and the salesman can use the method of requesting a transaction to facilitate the transaction.

For example: "Manager Zhao, our batch of white sugar is of good quality and taste, and it will definitely be popular with customers. How much are you going to buy?"

The method of requesting a transaction is simple and clear, which can save sales time, make full use of various transaction opportunities, increase sales, and help eliminate the habitual psychology of customers who do not want to take the initiative to make transactions, and accelerate customer purchases.

Customers generally have a less active and hesitant mentality when purchasing products, which requires the salesperson to prompt him to make a decision through a request.In most cases, the salesperson can use the request-to-close method if the customer shows a signal to close.In order to achieve the best results, the request transaction method can be given priority in the following situations:
(1) The customer is an old customer

Because it is an old customer, the salesperson understands the needs of the customer, and there is no need for both parties to waste words.And because the two parties have established a good interpersonal relationship, old customers generally do not dislike the direct request of the salesperson.In this case, the salesperson can make a deal suggestion while greeting the customer.For example: "It's been a week since I've seen you. Is your business going well? How much do you plan to order this time?"

(2) Customers have a clear favorable opinion of the product
When the customer has shown a clear preference for the product in terms of language and actions, has the intention to purchase, and even sent a purchase signal.But for a while, he suddenly hesitated, couldn't make up his mind, or didn't take the initiative to make a transaction request.At this time, the salesperson can use the request transaction method to urge the customer to complete the transaction.

(3) Prompt customers to think about purchase issues

Customers already have obvious interest in the product, but they have not yet realized the problem of transaction.At this time, the salesman can use the request transaction method to urge the customer to focus on the purchase problem.For example, after answering the customer's question, or after introducing the product to the customer, directly ask the customer: "Do you have any questions? Is this the one you want to buy?" The request in this case does not mean The transaction can be made immediately, just to guide the customer's thinking to the transaction.

(4) The customer has no new objection

During the process of negotiating with the salesperson, the customer has answered all the questions and objections asked by the salesperson. The customer is very satisfied with the salesperson's answer. He may still have concerns, but he has no objections to say.At this time, the salesperson can actively ask the customer for a deal in a timely manner: "Manager Li, now our problems have been solved. If there is no problem, let's sign the contract."

The key to using the request to close method is the silence after asking. According to people's habits, the person who is asked always has to answer.The salesperson has given the customer a yes-or-no choice, and it is up to the customer to break the silence.

Although the direct request method can effectively facilitate transactions and improve work efficiency, it also has certain limitations:
(1) The method of requesting a deal that may disrupt the sales atmosphere

It will generate relatively large transaction pressure on customers and destroy the sales atmosphere.If the salesperson is not sure about the timing of the deal and cannot achieve success, it is best not to blindly ask for a deal. This will cause customers to resist intentionally or unintentionally and destroy the harmonious atmosphere just established between the two parties.

(2) The salesperson loses control

This method may make customers think that the salesperson has something to ask for, thereby gaining a psychological advantage and the initiative to make a deal, while keeping the salesperson in a passive state, which will increase the difficulty of making a deal and reduce the efficiency of the deal.

(3) Causing customers to object to the request

Closing a deal will put pressure on customers, and may cause customers to feel disgusted. Customers may say: "I'll look at other products." Then turn around and leave.

Therefore, in the sales process, the salesperson should be prepared to be rejected and prepare for follow-up countermeasures and suggestions before making a request for a deal proposal.

Eloquence
The direct request closing method can save sales time and improve sales efficiency.

Marketers should pay attention to the skills of requesting a deal, and prepare follow-up countermeasures and suggestions.

Don't be too excited and too nervous when proposing a deal.

Asking for a deal is not begging for a deal. When using it, you must be natural and honest, speak calmly, and be full of confidence.

(End of this chapter)