Salesperson eloquence skills training

Chapter 62
"Eloquence Book"

Customer: "I think it is a bit too hasty to buy now. There are still many issues to consider."

Salesperson: "I understand your concern. But I know that a person like you who holds such an important position in such a large company must make decisive decisions in dealing with problems. You must also hope that the decisions you make are very correct Yes, and buying our company's products is the most correct choice. Moreover, if you sign the contract now, it will be a great opportunity for your company..."

Analysis Some customers have a lot of doubts, and they are always afraid that the effect of the transaction will not be optimistic in the end. Any reason may be used by them as a reason to hinder the transaction.If the salesperson responds according to their ideas, they have to consider too many issues and are always overwhelmed.At this time, the salesperson can use the pre-selected frame closing method to guide the customer to see the transaction more actively, and it is possible to achieve the purpose of the transaction.

With the increasingly serious situation of product homogeneity competition and the continuous development and innovation of production technology, customers have more and more choices when purchasing products.With the development and restriction of various social and internal conditions, they need to consider more and more factors when purchasing products.For the salesmen, if they cannot be persuaded to make a deal decision as soon as possible, it will also be a delay in their own work efficiency, and it will also be a kind of damage to the company's interests.For customers, failing to make a timely transaction decision will cause customers to waste more time, energy and labor costs virtually.

Whether it is for the benefit of oneself and the company, or from the perspective of the customer, the salesperson should guide the customer to make a transaction decision as soon as possible.In order to better eliminate the doubts of customers in all aspects, the salesperson can use the pre-selected frame closing method to effectively persuade customers.For example, if the customer is smart and capable, you can first assume that the customer is a wise buyer, and then the pre-selected customer can make a wise purchase decision, and the transaction between the pre-selected customer and you is the most correct choice, etc.On this basis, effectively persuade customers, let them agree with your framed content, and finally make customers think that they have reasons to buy the products or services you promote, so as to successfully close the deal.

When the salesperson uses the pre-selection box method to actively guide customers, he must pay attention to his tone and attitude.The salesperson must speak firmly and confidently, convincing the customer that making the closing decision is the wisest choice for them.Don't reveal the slightest unsteadiness in your wording, expression and behavior, which will arouse the worries of customers and make your transaction goal come to naught.

In actual sales activities, if the salesperson can flexibly use the pre-selection frame closing method, it will play an important role in many occasions.If the method of using this transaction technique is subdivided, it can be divided into the following steps:
(1) Active pre-selection of the identity of the customer

At the beginning of using the pre-selection frame closing method, the salesperson must first actively pre-select the identity and status of the customer. If the customer is a successful person or a person with decision-making power, you can pass such a message to the customer Belief: Successful people or those with decision-making power are generally not troubled by external problems, and they all have strong judgment ability.For example: "You are the manager of the purchasing department. You have enough power to make the transaction decision. Others can only offer some opinions at most. How can it hinder your wise decision..."

(2) Actively pre-select customers for their decision-making capabilities

After the salesperson has actively pre-selected the identity and status of the customer, it is necessary to further actively pre-select the customer's decision-making ability.This may further enhance customer confidence in purchasing.Such as: "Based on your years of experience and such high-grade vision, you must be able to make the most sensible decision..."

(3) Make purchase decisions for customers
Conduct Active Pre-Selection Once a customer has successfully completed the first two steps, the customer will basically identify himself with the pre-selection performed by the salesperson.For example, he will think that he is a successful person. Since he is a successful person, he can make correct decisions with his own ability and level.

After being convinced that the customer has such a firm belief, the salesperson needs to actively pre-select the correctness of the purchase decision he will make, so that the customer's confidence in the purchase decision can be increased.They will think that "the purchase decision I am going to make now is a very wise choice." At this time, the salesperson should pay more attention to the confidence and firmness of his attitude, words, deeds and expressions.Such as: "Our company's products, whether it is quality, price or customer service, can meet your high-quality requirements, can't they?"

Eloquence
Whether the pre-selection frame you give to customers can pave the way, often determines whether the subsequent sales results are as you wish.

The essence of the pre-selection frame closing method is to persuade the other party with the idealized identity of the customer's own status.

When using the pre-selection frame closing method to actively guide customers, the salesperson must have firm confidence, so that customers really believe that the closing decision they made is the wisest choice for them.

We must pay attention to the progressiveness and hierarchy of the "pre-selection frame method". Each link must lay a solid foundation for the following links, and finally the transaction goal can be achieved.

(End of this chapter)