Salesperson eloquence skills training

Chapter 56

"Eloquence Book"

Lao Yang's car has been driven for 5 years, and he wants to get a new one, so he plans to sell the old car.An owner of a car dealership came to see him, and he didn’t say a single good word, and made his car worthless. Lao Yang was very angry because of this, and before he could ask for a price, he issued an order to evict the customer: “Go away, this car will be sold to me.” I won't sell it to you."

When the second car dealer came to see it, the first thing he said was: "How is this car maintained so well!"

Lao Yang said: "I rarely drive, and I don't smoke, so it's very clean."

Car dealer: "No wonder, this car is five years old, and it is as good as new. You must have good taste."

The words reached Lao Yang's heart, and the two chatted there. In the end, the car was sold for 18 yuan, which was 20 yuan short of Lao Yang's original goal of 2 yuan.

Analysis In sales studies, it is said that "it is necessary to destroy the value of the other party's products in order to facilitate bargaining." The first car dealer used this method, but his words seriously hurt the customer's self-esteem and angered the customer , lost the opportunity to negotiate later.But the second car dealer did the opposite, praised the other party more, made the other party happy, and finally won his trust easily, got the price concession and the final success.

Playing hard to get is a method to facilitate a transaction with a customer, deliberately slowing down or indifferent to the other party for a while, and then arousing the other party's interest, thereby facilitating the sale.

In terms of part of speech, "Qing" and "Zong" are contradictory, but when viewed from a dialectical perspective, they can be transformed and reconciled with each other under certain conditions.

In the process of communicating with customers, if the salesperson just blindly pushes forward step by step, it will often bring a lot of pressure to the customer, and the degree of pressure a person can bear is limited, and too much pressure will make the customer feel sad. Resentment, and give up communicating with you.

Therefore, if you use the method of playing hard to get, first let customers temporarily profit or temporarily indifferent to them, so as to relieve their aversion and vigilance, so that it is easier to sell your own products, successfully occupy the market, and achieve the purpose of "capturing" customers .

(1) Gifts and discounts
Now giveaways and discounts are the most commonly used methods by salespeople, which also belong to the "play hard to get" method.Because most people are greedy for small and cheap things, and like to see that they can really reduce their expenses. In order to cater to this psychology of consumers, many products use gifts and discounts. In fact, most of the gifts are just cheap and insignificant. items, but it is precisely because of the attraction of these items that the desire of consumers is stimulated and the transaction is facilitated.

In Tokyo, Japan, there is a store with a unique way of discounting. It first sets a discount period, with 9% off on the first day, 8% off on the second day, 7% off on the third day...and so on.

So if customers want to buy their favorite products during the discount period, they can pass their favorite days.If you want to buy at the lowest price, you can go there when it is 1% off.However, there's no guarantee that the item you're going to buy will last until the last day.

This method effectively captures the psychology of customers. Most people will not rush to buy things on the first day or the second day, but on the third day, when it is 7% off, many people are afraid that they want to buy I can't help it if my things are bought up by others.On the fourth day there will be an upsurge of panic buying.

(2) Trial products

Trying a product is also a good way to play hard to get.Many prospective customers jump in when they are able to try a product.In the process of trying these products, if they like the functions and features of the products, they will often pay to buy and use them after the trial, thus turning from prospective customers into customers.

The method of trial products can easily increase the popularity and market share of the product, and the business opportunities brought by a loyal customer are immeasurable.

(3) Limited sales

It is good to give the customer some small benefits to make him easily accept the salesman's products, but some methods are more clever, which can force the customer to find the merchant by himself and ask to buy the product.

This is limited sales. Limited sales refer to a method that mainly controls the amount of products or the total amount of products sold on a daily basis to lure consumers, thereby increasing product awareness and popularity.

There is a preserved meat shop in Shanghai, which sells all kinds of handmade preserved meats, which are genuine and unique in flavor, and are very popular among customers.But this store has a rule, that is, limited production every day, and it will no longer be sold after it is sold out.Even if the customer strongly requests to do some, it will not be done.

When a customer asked the boss why, the boss replied: "There are not enough people in the store. If there are too many, the quality cannot be guaranteed. Please forgive me."

In fact, is the boss's idea really limited and guaranteed?He uses the "play hard to get" method. Human nature is like this. The more you can't get something, the more precious it is. And only when the product is not available when he wants to buy it, he will try his best to buy it.

Eloquence
"Capturing" is the purpose, while "Zong" is the means. It is precisely for the purpose of capturing the enemy, so we must first indulge him.

When you arouse the appetite of customers, are you still afraid that they will not come to buy your products?

Discounts, gifts, and trials are all common methods of playing hard to get.

Human nature is like this, the more you can't get something, the more you want to get it, and the rarer something is, the more precious it is.

(End of this chapter)