Salesperson eloquence skills training

Chapter 64

"Eloquence Book"

Customer: "Your product quality has always had a good reputation, and I am also very satisfied with the service, but I am not in a hurry to buy it now. I think there should be a discount during the '[-]' long holiday."

Salesperson: "It seems that you know our products very well. However, there is one thing you may not know. Our company plans to launch a new series of products during the '[-]' holiday. At that time, we will mainly focus on new products. Promotion. And now, it is the promotion period of the product you like, and the current price is also the most affordable, and the price may be raised in the future.”

Customer: "Well, I still think the price is a bit expensive."

Salesperson: "If you are willing to buy now, I will try to apply to the manager for a discount..."

Analysis Customers always want to win more discounts, lower prices, and better services. From the perspective of consumers, this is understandable.Therefore, when the salesperson communicates with the customer, he should not confess all the conditions to the customer straight to the point, but should leave a little room for himself, so as to ensure the dominant position in the sales process.

When introducing product advantages to customers, some salesmen believe that the more comprehensive and thorough the introduction of the various competitive advantages of the product, the more favorable conditions are given to customers, which is more conducive to promoting the transaction.In fact, this is not the case in the actual sales process. If the salesperson discloses all the conditions he can do to the customer prematurely, it is not conducive to the smooth realization of the transaction, because the customer always wants to get more benefits, and revealing Except for all the conditions, at the critical moment, because you don't have any room to turn around, you may lose the best time to make a deal.

(1) Leave a little bargaining chip for yourself

It is necessary to leave some conditions that can promote the transaction for yourself, and it is necessary to leave a little bargaining chip. This is a conclusion based on the actual psychological reaction of customers during the purchase process.

In the sales process, customers usually don't think that the salesperson has retreated to the limit, and they always think that if they can fight again, they will get more favorable conditions.Even if the closing terms proposed by the salesperson have met all their important needs, and have exceeded their expectations in some ways, they still want more.

This kind of thinking does not mean that the customer is "greedy", because from the past purchase experience, if the customer strives harder, the salesperson will be forced to make more concessions, so as to obtain more purchase benefits.Therefore, it is understandable that customers habitually strive for more benefits for themselves.Therefore, the salesperson should truly understand the psychology of the customer, and leave a little bargaining chip for himself, so as not to be too passive in the sales process.

If the salesperson puts forward the transaction conditions early at the beginning, and there is no change in the subsequent sales activities, customers will feel disappointed that they have not won more benefits. This is a common psychology.However, if the salesperson only puts forward some conditions at the beginning, and makes a certain degree of concession in the future efforts of the customer, the customer will have a greater sense of satisfaction, because after all, he has worked hard to get it.

Therefore, the salesman should not be the first to show all his trump cards at the beginning, but should reserve a part of them for the customer, so that the customer's mentality will be satisfied during the sales process, which is more conducive to facilitating the transaction.

In the sales process, it is best for the salesperson to reserve certain preferential measures for the product, and then offer these conditions in exchange for a certain initiative and psychological satisfaction of the customer when it is a last resort.For example: "I understand what you mean, do you think this is good, we will provide a free set of special packaging..."

(2) Add chips at critical moments

At the critical moment of the transaction, if the salesperson can skillfully show the room he has reserved to the customer when both parties are unable to persist, he will often get more customer satisfaction and more effectively promote the conclusion of the transaction.When using this method, the salesperson should pay attention to the following two issues:

The purpose of retaining room is to leave enough turning space for future sales activities, so this part of chips should have a certain weight, so as to achieve the purpose of persuading customers at critical moments.If this part of the chips is not enough, it is used as compensation to the customer at a critical moment, and the customer does not agree, and the transaction cannot be realized.

Of course, while leaving bargaining chips for yourself, the salesperson should ensure that the sales work in the early stage can be carried out smoothly. If you just want to leave enough room for the sales activities in the future, it will restrict your room for display in the early stage. If it does not have the effect of effectively persuading customers, it will even make customers feel huge dissatisfaction in the early sales activities.

Having retained the appropriate bargaining chips, the next question is when these conditions can be brought out to play a greater role.What kind of timing to choose specifically, the salesperson should decide according to the specific response of the customer and the specific sales situation.

It is generally believed that the salesman should increase the leverage when the customer is not satisfied with the conditions he has obtained.Or when the customer agrees with most of the conditions, but still hesitates, this method can also be used skillfully.

Eloquence
If you use up all the favorable conditions at once, then you are likely to completely lose this transaction opportunity.

When the customer is approaching step by step, present the favorable conditions you have reserved to the customer in a step-by-step and orderly manner, which will win you more benefits.

When reserving room for yourself, you must master a certain degree.

Don't put yourself in a desperate situation at any time, you should leave a proper room for yourself.

(End of this chapter)