7-Day Crash Sales Elite

Chapter 28 The Sixth Day (4)
Salesperson: Of course there is a guarantee, but even the quality cannot be guaranteed, how dare I come to the door!What I want to seek is not a short-term business, what we need is a long-term cooperation.I can describe our quality assurance from two aspects, the first is our inherent advantages:

First, the scale and strength of our company. Our core competitiveness is technology development capability, which is well-known in the industry.

Second, our technical service team has strong skills and can solve your worries about quality at any time.

Customer: What should I do if there is a quality problem?
Salesperson: Of course, no one wants to have problems, but because of transportation problems, the product quality may be affected, so we will analyze carefully. If it is indeed our quality problem, you can rest assured that we will do things according to the contract and never let If you have any worries, our service team will serve you wholeheartedly.

Customer: Why haven't you heard of your brand?

Salesperson: There are nearly 8000 manufacturers in the market now, and there are even more brands. It is normal that there is no reputation here. There is no domestic brand that dares to say that it is a national brand. They all have certain regional characteristics. If you mean overseas Granville and Bandung are indeed national brands, but is there still a market for them?Even if it is done, everyone knows how much profit it will make.

Customer: Find someone else, I have a new brand.

Salesperson: Is that right? Isn’t that better? You can compare our products with him right away to see if he is better at making them or we are better at making them?How much can you earn doing this product?How much can you earn by making our products?
Client: What services do you provide?
Sales staff: Our services can be divided into: business services, technical services, marketing strategy services, internal management services, information exchange services and so on.I don't know what other services you need.

Customer: How does the quality compare with XX?

Salesperson: I can say that our company's products are the most cost-effective in the same grade, and we are definitely the best in the same price.Why do you say that, we are taking the strategy of low-priced mid-range products.Only in this way can we not be helpless in the price war that will happen in the future.

Customer: How about I want to be a regional distributor?
Salesperson: Yes, but I think what is your strongest area, and what is the monthly sales volume?Which is the worst area?What is the monthly sales volume?If you only make [-] to [-] a month in this area, it means nothing to you or us.So if you think you can take a few areas, you can tell us, we will draw it for you, but we must guarantee our monthly sales, so I think you should take it step by step.

Client: I'm busy, I don't have time to talk to you.

Salesperson: Then I will wait for you!If you really can't spare any time now, then tell me a time, whether it's 8 o'clock or 9 o'clock, I have time.

Customer: I don't have time now, let's talk in a few days!

Salesperson: We're talking in a few days, so let's set a time!Do you think it is tomorrow or the day after tomorrow?Is it morning or afternoon?

Customer: There is no rebate, so how to do it?

Salesperson: Then what is the rebate you mentioned, and how high is its price?We can also set rebates, so the price will definitely not be so cheap. It can be said that we give up the profits first, so that your capital utilization rate can be greater!

Client: I want your long-term support.

Salesperson: What kind of person do you need?It is technical or service-oriented, but no matter who we send, we cannot stay for a long time after all, so the real support is our training support for your service personnel, only in this way can you fundamentally improve your overall strength!Facing the questions raised by customers anytime and anywhere, this is our greatest support for you!
Customer: I heard that your service is not good?

Salesperson: Huh?Who did you listen to?I have never heard of it, since you have heard about our quality, then you tell us, this can also be regarded as a valuable experience for us to learn.If there is room for improvement, we welcome your points and criticisms.

Customer: I heard that your quality is not good?
Salesperson: Huh?Who did you listen to?I have never heard of it, since you have heard about our quality, then you tell us, this can also be regarded as a valuable experience for us to learn.

Customer: Can your price be lowered?

Salesperson: Do you want low-priced items or high-profit items? It can be said that our prices are definitely the lowest, lower than ours. There are only two possibilities: First, the products are not of the same level as ours. ; Second, the quality is not guaranteed.It is not easy to achieve our kind of cost-effectiveness. Those who have strength do not have this awareness in terms of time and concept, and those with less strength will not mention it.There is a saying: Money is not saved, but earned. Do you think we should talk more about sales strategies?

Boldly expose the defects of our products and win the trust of customers

Salespersons should not always promote the advantages of the product inertially, and expose product defects skillfully, which will make customers trust you more.

Aronson, an American psychologist, conducted a study and found that the attractiveness of a person with extraordinary ability and perfection is far less than that of a person with extraordinary ability but with the same shortcomings as ordinary people. In the novel, people think that a person who is too perfect lacks human touch, and it is better to have a person with edges and corners and some minor problems, which is closer to human nature.

Human beings are living beings with flesh and blood, individuality and angularity.Qiong Yao's novels have been popular for 70 years since the 30s. In her works, there are many perfect images of lovers, but in fact, they are perfect, non-human beings. They are seriously out of touch with real life and cannot be trusted at all. .

In fact, whether it is literary works or legends, truly perfect people are often illusory.There are some people in life who seem to be more perfect in all aspects, and they are often not very flattering.This is because when most people interact with perfect people, it is inevitable that they feel a little inferior because they are not as good as customers.If you find that a person has the same shortcomings as yourself, you will reduce your inferiority complex, feel safe, and be more willing to associate with him.Just think, who would want to associate with those who always make themselves feel inferior?So people who are not perfect are more likely to feel very close to people than people with few shortcomings.

During the sales process, properly franking some defects about the product will make customers trust your product more.As a smart customer, he must understand that there is no perfect product. Instead of hiding it, it is better to be honest, which will often win the approval of rational customers.Many times, once customers find that the defects of the product you stated are not what they value, they will not care about all this, but will make a purchase decision faster.

In the United States in the 50s, an advertising company received a very difficult plan, which was to enter the American market for a small car made in Germany.

Before that, you must know that the models preferred by Americans are all large domestic cars.However, within a short period of time after the advertisement was broadcast, the German-made car, the Beetle owned by Volkswagen, got rid of the original ridiculous image and became a best-selling model sought after by the public in one fell swoop.

In fact, a large part of the success of the Beatles is due to the company's excellent advertising planning.Surprisingly, the starting point of the advertising plan is that they did not vigorously promote the advantages of the model, such as economical application, low fuel consumption, etc.: On the contrary, the company exposed the disadvantages of the car to consumers.

It can be seen that this advertisement broke the usual practice in the industry at that time.It told consumers directly and clearly that the Beetle car did not conform to the American aesthetics of cars at that time.The slogan said: "Ugly is only superficial, and it can last longer." It is such an advertisement that attracted people's attention, made the Beetle popular, and made the Beetle a long-selling car in the future. a period of time.It's amazing how well an ad like this could sell the Beetle!
In fact, this is because the ad boldly mentions a minor shortcoming of the Beetle, which in turn increases the credibility of the ad.When it comes to its advantages next, such as the economical and fuel-efficient Beetle, people will be more convinced that what is said is true.

Perhaps, you will also have this experience in the job hunting process. If your resume is full of advantages, then your chances of getting an interview will be reduced; much higher.

Amanos, a well-known sales expert in the United States, is very good at sales, and his performance is excellent.In less than two years, he was promoted from a small employee to a sales supervisor.Let's see how he conducts sales activities.

Now that they want to sell a piece of land, Amanos does not follow the usual practice, and introduces to customers how good the location of the land is, how valuable it is for investment, how cheap the land price is, and so on.First of all, he told the client very frankly: "There are several factories around this land. If it is used to build houses, the residents may find it noisy, so the price is cheaper than ordinary land."

But no matter how bad or unsatisfactory he says this piece is, he will definitely take customers to visit the site.When the client came to the site and found that the place was not as unsatisfactory as Amanos said, some couldn't help asking him: "How can it be as noisy as you said? No matter where you move now, noise is inevitable. of."

In this way, the actual situation in the customer's mind must be better than the situation he introduced, so he bought the land willingly.His deal was so easily done.

Therefore, when facing customers, salespeople may sometimes wish to be "honest" and expose product defects skillfully.The application of this "flaws do not conceal advantages" strategy will help you gain more trust from customers, thereby increasing the chances of a deal.However, it is worth noting that the use of this strategy has a premise, that is, the shortcomings of the products you expose to customers must be flawless.If its product defects are what customers are taboo, it is simply hitting the gunpoint of death.

Day 6 experience

[1] Stand up and go to the window, take a look at the scenery outside, take a breath of fresh air, and then analyze your own lack of ability with an open mind.

[2] Write down all the shortcomings and deficiencies that you can think of on paper, and put this paper where you often see it, such as on your desk, on the wall, in your wallet, etc.

[3] Remember your own shortcomings and deficiencies, and think of improvement at all times.

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(End of this chapter)