Salesperson eloquence skills training

Chapter 63

"Eloquence Book"

Customer: "The price of this phone is high, and there are too few game functions. The camera function is not bad, but the phone support time is short. Another similar brand of phone can record continuously for two hours."

Salesperson: "Actually, when choosing a mobile phone, you should consider the issue of standby time, right?"

Customer: "Yes, this one is also important."

Salesperson: "Actually, the main function is the most used of the mobile phone, and the other supplementary functions are only used occasionally. You also know that the more powerful the mobile phone's supplementary functions, the shorter the standby time of the mobile phone. You certainly don't want to Because of these infrequently used additional functions, the talk time of the mobile phone will be affected, and you should be even more unwilling to worry about the power of the mobile phone all the time and delay your important things.”

Analyzing the opinions put forward by customers, the salesperson needs to pay attention to it, but in the sales process, not all opinions should be given the same attention.Therefore, sometimes ignoring some opinions of customers, we can focus on the points that the customers are more interested in and the aspects that the salesperson is more capable of grasping, so as to facilitate the realization of the transaction.

Although the salesperson has always paid attention to the customer's needs and paid attention to the customer's response, but in many cases, the customer's opinions are too many and too trivial, and the salesperson cannot give a satisfactory answer.Even sometimes, the customer's opinion itself is just a desire to talk and express, and they don't expect the salesperson to make a reasonable or satisfactory answer.

Therefore, in many specific cases, the salesperson can pay due attention to certain opinions put forward by customers, while ignoring others to a certain extent, deliberately avoiding some objections raised by customers, and focusing on better performance. On the key point of impressing customers, this method of actively avoiding or ignoring certain objections of customers is the method of ignoring transactions commonly used by excellent salesmen.

When using the method of ignoring the transaction, the salesperson must combine with the specific sales environment, carefully observe the specific reaction of the customer, and not cause customer dissatisfaction because of his own performance.In actual sales activities, the following issues should be paid attention to when applying the neglected transaction method:
(1) Don't let customers feel that you are deliberately ignoring
Although ignoring the transaction method is intentionally used by the salesperson, in actual use, the salesperson also needs to show a positive and enthusiastic attitude as much as possible, and then adopt some clever ways to actively guide the customer's topic, so as not to let the customer notice I am deliberately ignoring their opinions.like:

Client: "Your company should invite bigger celebrities to endorse their image, that way the publicity effect will be better."

Salesperson: "When choosing an image spokesperson, I should have fully considered your opinion, or you can directly talk to your favorite celebrity..."

(2) In terms of attitude, let customers feel that you attach great importance to it
Everyone hopes to gain the understanding and respect of others, and customers are no exception.Pay attention to the opinions put forward by customers. On the one hand, it will make the customer feel that his opinions are very good, and on the other hand, it will also make him fully feel your respect for him.Therefore, when using the ignoring closing method, the salesperson may wish to appreciate the customer's opinion first, and then reasonably cross this topic.like:

Customer: "When you design the appearance of this mobile phone, you should consider the ×× movie. Now is the time to be hot."

Salesperson: "What a great idea! Maybe when this phone was designed, our technicians hadn't seen this new movie. If you have any good ideas in this regard, you can contact us in time to help We design better products. But now..."

In the actual sales work, the occasions where the ignoring the transaction method is more applicable are as follows:

(1) The customer's opinion does not need to be specifically resolved. Sometimes, the customer just wants to express his own point of view, or talk to the salesperson a little, or just use these objections to elicit more real reasons, and so on.In short, the customer does not really need a solution when raising these objections, nor does the salesperson need to have a specific discussion with him.For example: "It would be great if the shell of this mobile phone had the pattern of "World of Warcraft"?" "Have you seen the just-released ×× movie? You must watch it if you sell it."

(2) Customers’ opinions involve too many aspects. Sometimes, customers’ objections may involve a lot, and most objections are targeted. For example, they complain that the design of the product is not unique enough, and complain about the The quality is not good, and then complain about the price of the product is too expensive and so on.At this time, although the customer's objections are targeted, it will take a lot of time and energy for the salesperson to answer in detail. At this time, some objections raised by the customer can be properly ignored.

(3) The customer's opinion is incoherent. Sometimes, the reason for the customer's refusal to buy is very trivial and lacks a certain degree of rationality. It is also difficult for him to stick to his own principles for a certain issue.At this time, although they put forward a lot of opinions, they have no specific core issues, so they will appear trivial and scattered.

For example: "How can I believe that your product is really worth buying? You don't know, I bought a bad product because of gullibility some time ago, and your product doesn't look beautiful..." At this time, the salesperson can Ignore some of these comments, and find answers to questions that might grab the customer's attention more.

(4) Opinions from customers
The salesman can't deal with it. Sometimes, the customer's opinion is very important. Although the salesman knows that it has a great relationship with the transaction, and the customer also hopes to get a clear answer when raising these questions, it is impossible for the salesman to provide a clear answer. , If you keep pestering, it will only make the customer more objectionable, so the best way for the salesperson at this time is to deliberately shift the topic to other issues and ignore the objections raised by the customer.For example: "The color of your product is too monotonous. If you design a few more colors, I will consider buying it."

Eloquence
Customers' opinions are worthy of attention, but it is not necessarily necessary to give the same high attention to any opinions put forward by customers.

With the ignore-close method, the salesperson cannot let the customer know that he is deliberately ignoring their opinion.

Ignoring the transaction method is to abandon the peripheral issues and go straight to the center of gravity. If the center of gravity is solved, customers will naturally turn a blind eye to some details.

Don't expect that you can solve all the problems raised by customers. No one can do it. The more answers you have, the more questions you will have.

(End of this chapter)