Salesperson eloquence skills training

Chapter 58 Closing Act in Support of Customer Objections

"Eloquence Book"

Customer: "The shape design of this kind of wardrobe is very unique, and the color matching is also very good, which is refreshing. Unfortunately, the quality of the wood used to make the wardrobe is not very good."

Salesperson: "You have good eyesight. It is difficult for ordinary people to see this. The wood used to make this wardrobe is indeed not the best. If the best wood is used for processing, the cost will increase, and the selling price may be at the current price. more than double that, don't you think?"

Customer: "Well, that makes sense."

Salesperson: "Items are updated too quickly now, aren't they? This design style is very smooth. At this price point, this kind of wardrobe is already quite good."

Analysis No one likes to be contradicted by others, and customers are no exception.Therefore, when the customer raises an objection, the salesperson should try not to refute the customer or argue with the customer. Arguing with the customer will only make the two parties get deeper and deeper on this issue, and eventually lead to an unhappy breakup.So when customers raise objections, the salesperson might as well appreciate their opinions as much as possible, and then solve them skillfully.

When faced with a salesperson who is not closely related or even completely unfamiliar, the customer's opinions don't like to be directly refuted. Therefore, the method of supporting the customer's objection is to support and agree with the customer's objection. Certainly, this will help to shorten the psychological distance between the customer and the salesperson, and make it easier for him to accept your persuasion, thus achieving success in sales.

(1) Affirm the customer's objection

In the sales process, successfully resolving all kinds of objections raised by customers is an important job of a salesperson and an indispensable way to achieve a deal.However, for the objection raised by the customer, the salesperson can adopt a method of "affirm first, then resolve" to tactfully resolve and eliminate the objection of the customer, so as to effectively break through various obstacles in the sales process.

Customer: "Students nowadays don't study hard at all. They are not even interested in reading school textbooks. How can they read extracurricular books?"

Salesperson: "Yes, children do not need to study hard nowadays. Our set of books is written to stimulate children's interest in learning. It is novel in form and rich in content. Children will fall in love with it as soon as they see it... "

First give affirmation to the objections raised by customers. This method is more suitable for those objections that customers do not insist on. Most of these opinions are excuses for rejection by customers, or a little problem on the product.

If the customer has a very strong attitude towards their objection and hopes to be effectively resolved by the salesperson, or when the objection raised by the customer will affect the company, product and your personal image, the salesperson cannot The affirmative method has been adopted, and more effective methods should be used to solve specific problems.

(2) Take the initiative to express objections that customers may raise

In the actual sales process, customers always have too many concerns. Even if they do not raise objections, they will not easily make a decision to close the deal unless their worries or doubts are resolved.

What is more worthy of the attention of the salesperson is that although the customer did not raise some objections, it does not mean that the customer does not care about this issue. In fact, the transaction resistance between the salesperson and the customer has not decreased, but has greatly increased.Because the customer's objection actually provides you with an opportunity to eliminate the objection. If the salesperson doesn't know why the customer refuses to buy, then he can't break through the barrier before the transaction.

Therefore, in the sales process, if the salesperson can find a suitable opportunity to actively speak out the questions that customers are more concerned about, and then patiently answer these questions until the customer is satisfied, it will increase the customer's trust and goodwill towards the salesperson, and at the same time enhance their confidence in the product. interest and trust.Before the customer raises objections, it is actually a pre-emptive opportunity given by the salesperson to speak out the issues that the customer is more concerned about, so that he can perform better in sales activities.The salesperson first speaks out the objections that the customer may raise, and it will also make the customer think that the salesperson is sincerely thinking about himself, and will regard the salesperson as a person who can really understand his difficulties.

When the salesperson solves these problems that bother them, they will gain more trust and goodwill towards the salesperson, which will further promote the realization of the transaction.Therefore, supporting customers' objections and proactively addressing customers' concerns in a timely manner is a very effective way to achieve a deal, and it is worthy of brave attempts by salespeople in practice.

Eloquence
When customers raise their objections, the salesperson should try to appreciate their opinions as much as possible, and then solve them subtly.

Directly refuting the objection raised by the customer will put a kind of pressure on the customer and cause customer dissatisfaction.

First affirm the objections raised by customers. This method is more suitable for those objections that customers do not insist on.

The salesperson takes the initiative to speak out the problems that bother customers for them, which will make the customers feel the friendliness and sincerity of the salesperson.

(End of this chapter)