Salesperson eloquence skills training

Chapter 60 The Acute Angle Closing Method

"Eloquence Book"

Client: "I'm sorry, you saw that too. I'm so busy at work right now that I don't have time to talk to you."

Salesperson: "I know you are very busy at work and don't have time to learn about these products, so today I have summarized and classified the information you need to know about this kind of products, so that you can have a clear overview of the information about this kind of products .”

Customer: "Ah, that's it, thank you!"

Salesperson: "You're welcome. It is our company's consistent purpose to provide the best products and services to successful people like you. I came to you today with this service purpose. If you decide to buy today, you will No need to spend more time doing it. And we can provide delivery service for you."

When analyzing customers, there are always too many reasons for rejecting salesmen.How the salesperson communicates with customers beyond these reasons is the key to determining whether the sales can be carried out in depth.Therefore, it is very important to deal with the customer's objection. In the above case, the salesperson impresses the customer with thoughtful service, which will eventually make the customer open his heart in front of this sincere attitude, thus promoting the further deepening of the sales work.

In specific sales activities, customers often put forward many specific reasons as opinions against purchase. Not only will smart salesmen not be troubled by these opinions, but they will use these opinions to facilitate transactions.

(1) The meaning of the acute angle transaction method
In some cases, the method used by the salesperson is to cleverly convert various objections raised by customers into corresponding reasons for purchase.This method of converting objections into corresponding purchase reasons is like extending any side of a sharp decrease in geometry to transform into an obtuse angle, so it is vividly called the acute angle transaction method.

This method, in fact, is to make use of the power of the objections raised by customers to convert this power into a reason to promote the purchase, and then convey this power to consumers.

Customer: "I have never used this type of product, and I am not interested in buying it."

Salesperson: "Because you have never used this kind of product, you should try it all the more! You can try it out first, and then buy a small part. If you feel the effect is good after you go back, then you will not be in vain. Try it for the first time. If you don't buy this time, you will never know the benefits of this product."

The acute angle transaction method is mainly to find a breakthrough in the objections raised by customers.When using this strategy, the salesperson should pay attention to his natural performance when changing his point of view, and don't force the customer to the purpose of closing the transaction far-fetchedly, which will only bring disgust to the customer.

(2) For customers who "have no time"
"I don't have time." This sentence is most often heard by salesmen, and it is also the best reason for customers to reject salesmen. Now many salesmen have ways to deal with this objection. Only salesmen who lack experience and courage can do it. would recoil from this question.

When faced with this problem, the salesperson can also use the acute-angle transaction method to convert such objections into reasons to promote the transaction.

Customer: "I'm sorry, I'm very busy now, I will contact you later when I have time."

Salesperson: "I'm really sorry, in fact, you only need to spare 5 minutes for me now. This 5 minutes can save you a lot of time in the future. Our product is specially designed for people who are busy at work and under great pressure. Designed by our customers. If you buy our products and insist on using them correctly every day, your mental outlook will be refreshed and your work efficiency will be greatly improved..."

(3) For "no money" customers
"I don't have the money." or "The budget isn't enough." These are just as frequently used reasons for rejection as "I don't have the time."In the face of such customers, the salesperson can influence the customer with the value of the product by talking more about the value and less about the price, so that he will have a desire to buy, and the argument of having no money will be self-defeating.But in the face of this kind of refusal, the salesperson can also convert the specific objection reasons according to the actual situation at that time, making it a favorable condition for facilitating the transaction.

Customer: "My income is so low, how can I have money to buy insurance?"

Salesperson: "It is because your income is so low that you need to buy insurance! If you put the little money you have saved in the bank, all you can get is a very small interest, but if you use it to buy insurance, Not only can you get the corresponding interest, but you can also get more protection.”

(4) For customers with "poor product quality"
Fear of "poor product quality" and hearing about such "poor product quality" are also one of the reasons for rejection often used by customers.This kind of doubt is mostly caused by the customer's ignorance of the product; some customers know the specific problem of the product; some customers put forward this reason as an excuse, hoping to get rid of the salesman.

Faced with this problem, the salesperson can also use the acute angle transaction method to deal with it:

Customer: "I heard that the domestic production technology of this product is very backward, so if you spend money to buy a product with low quality, wouldn't it be too much of a disadvantage?"

Salesperson: "I understand your thoughts. In fact, it is precisely because you are worried about not being able to buy high-quality products that you buy our company's products. Can you still believe our company's brand awareness and influence in the industry? So in You can rest assured in terms of product quality and service..."

Eloquence
The salesperson should learn to use the customer's objection to promote the realization of the transaction.

If the salesperson uses the acute angle closing method too far-fetched, the result will only be counterproductive.

Converting the customer's objection into the corresponding reason for the transaction requires the salesperson to handle it flexibly, and must not follow a model.

When using the sharp-angle closing method, the salesperson must be natural and sincere.

(End of this chapter)