Sales start with being rejected

Chapter 23 Use your brain to make a deal—Let customers not decide on your creativity (2)
When a salesperson sells a product to a customer, the customer can't find any dissatisfaction with the product and is financially rich, but he hesitates when deciding whether to sign the order.

In order to prompt this customer to quickly sign an order to buy the product, the salesperson cleverly used the aggressive method.

The salesperson said to the customer: "Sir, I understand your concern. In the world, many things are like this. The more a person is interested in him and the more he likes something, the less he dares to pursue it bravely. It, the more afraid to actively strive to own it. This is a very sad state of mind. Don’t you think? Everyone in the world has his own beliefs and goals in life. How can we realize our own life? What about goals? Only by virtue of one's firm belief, unremitting efforts, and tenacious will can you finally achieve these goals. It is precisely because it is the greatest cause in life that so many people of insight spend their entire lives to achieve this goal their energy, and even shed every drop of blood on their bodies. We have to ask, where does their motivation come from? Their motivation mainly comes from their beliefs, the lofty goals of life in their minds, which can inspire people to carry out Never stop pursuing."

After hearing this, the customer felt that it made sense, so he nodded slightly.

So, the salesperson went on to say: "Yes, how can I not pursue what I think is valuable and meaningful? But there are such people, I think their lives are really meaningless, at least they can It is said that they have no courage. This kind of people meet what they like but don’t work hard to fight for it, and when opportunities come, they don’t have the courage to seize them, making their lives mediocre and mediocre, and their ideals are still ideals in dreams. I often think, why don't these people be more decisive? Why don't they actively strive for and seize opportunities? I think, sir, you must not be such a person?"

When the customer heard this, he said unconsciously: "Of course. Of course I am not this kind of person."

The salesperson said: "Of course you are not this kind of person. That is why we appreciate you so much. Now, if you think this product is okay, if you have no objection to our products and services, then act Get up. Just sign your name here."

With that said, the salesperson handed the order to the customer.

The customer was excited by the salesperson and could no longer hesitate as before.Because the client does not admit that he is the kind of person who is not decisive and hesitates when encountering opportunities, and not signing decisively is actually admitting that he is that kind of person.This is unacceptable for a dignified man.Thinking that I really have no objection to the product and service, and thinking that I really need to buy this product, I quickly signed an order with the salesperson.

In the sales process, when the customer is unwilling to sign the order, the salesperson uses aggressive methods to "force" the customer to sign the order immediately.

In the process of purchasing products, customers tend to have a strong competitive mentality.The aggressive method is to prescribe the right medicine for their competitive psychology, so that they are no longer too rational because of their competitiveness.In this way, in order to satisfy their competitive psychology and take into account their own face, customers often no longer care about some "deal details" that were particularly important before.

Pushing is a technique used by salespeople to close orders.In the sales process, the salesperson uses this technique to facilitate the order, implying the "force" of the customer.Therefore, when learning and mastering this skill of facilitating orders, salespeople also need to pay attention to the following issues:
(1) Understand the psychology of prospective customers.In the sales process, the salesperson should adopt the radical method, first of all, to understand the psychology of the prospective customer.Only when customers have strong self-esteem, vanity and competitiveness can they effectively motivate customers.Otherwise, it will be difficult to achieve a stimulating effect, and it may even drive a promising business into a dead end.Generally speaking, younger people are more likely to be aggressive than older people, and those with less experience are more likely to be aggressive than those with more knowledge. Afraid of being looked down upon by others, such a person is also easily provoked.When facilitating an order, sales staff can use specific methods to motivate them according to specific customer targets.

(2) Don't hurt the customer's self-esteem.In the sales process, the customer has the final decision on the transaction.In order to facilitate the order, the salesperson can use aggressive methods to "force" the customer to sign the order, but it must be based on not hurting the customer's self-esteem.In the sales process, if the salesperson hurts the customer's self-esteem, it is often easy to cause the customer to no longer be willing to deal with the salesperson, and even cause other problems due to the "problem of self-esteem".Therefore, the correct use of the aggressive method should be based on not stimulating the opponent's self-esteem, and attacking the opponent's vitals.For example, when a salesperson sells a product to a customer, instead of using "you don't want to buy it" to motivate the customer with "you can't afford it because you have no money", they are very measured.

(3) Pay attention to the natural attitude.The aggressive method is a commonly used strategy that people know and have more contact with.Therefore, it is easy to be seen through by the opponent when using the aggressive method.In the sales process, the salesperson must pay attention to his attitude and natural expression if he wants to use the aggressive method to close the order.Otherwise, it will be easy for customers to see that they are "exciting" him, which will lead to a rebellious psychology and eventually lead to failure to close the deal.

In the sales process, the provocative method is one of the common techniques used by salespeople to facilitate orders, and it is also one of the techniques to cleverly "force" customers to make a deal.In order to successfully use this method and urge customers to sign orders as soon as possible, salespeople need to carefully figure out this method and master its skills and mysteries in the application.

Use the power of the "third party" to influence customers
In order to stimulate customers to take purchase actions, sometimes you can't say 100 sentences, and you can quote a third party's evaluation of your product once.

Talking about a piece of land you want to sell, you may say to your client: "A client also visited this place not long ago. He was very satisfied and wanted to build a villa here. Couldn't buy it, and I feel sorry for him too."

This method works very well, but it can be very embarrassing if you are lying and get caught, so try to sell it with facts.

Cleverly quote other people's words, especially the words of the third party who bought the product, and tell your customers what other people say about your product, sometimes you will get unexpected results.

The beauty of this technique is that the average customer always has a bad impression of the salesman, and is also skeptical about this sales method.But if you successfully cite the third party's evaluation to lobby customers, then the customer will definitely have a sense of security, and he himself will dispel his wariness about you and believe in the product introduction you made to him, so he thinks that buying Your goods are much more assured.

If you are promoting a new type of cosmetics for a company, and this company has already advertised on TV, then your sales must start with advertising (TV is also a third party).

If you know that a "big guy" has praised or used the product you are selling, it will be much easier for you to sell, because the "big guy" such as a movie star, sports star, etc. will be more likely to be trusted than you , the persuasion is of course much stronger than yours.

But such a good thing may not necessarily fall on the products you sell, and that's okay. If you can find out that there is a trustworthy person around your customers who has said good things about your products, you should lose no time. be applied.You can even sell your products to him first, as long as you are smart, no matter whether you succeed or fail, you can get compliments for your products from him, which will become your influence in him. Passport to sell within range.

Of course, if you quote someone the client doesn't know or know, it won't necessarily be ineffective.As long as the statement is true, and the customer doesn't care when he cares, he will still think it is reasonable and consider it.If you go to sell ballpoint pens, you can say to customers: "A friend of mine always buys seven or eight ballpoint pens every six months, and puts one or two in each place where he often works. There will be no need to search everywhere when you need it urgently. Of course, it is more convenient to use it at hand, and seven or eight pens are used on average, and they don’t need to be replaced for half a year, so it is more cost-effective than buying one at a time. Much more."

After hearing this passage, your customer will definitely find it very reasonable, and he will probably change his way of buying from then on, and buy many ballpoint pens from you at once, thus multiplying your sales volume.

When you knock on the door of a customer, you should say to the hostess who came out to open the door: "This is the latest style of cosmetics that appears on TV every day, and you will recognize it when you see it." Then you immediately hand over the sample In the past, she would not doubt you.

If you think she is not a person who likes to be unconventional, you can continue to tell her: "I have sold dozens of bottles just now, and everyone bought it after watching the advertisements on TV, and it is really good." In this way, she is more likely to buy, because you have been "asking" the TV and other buyers to speak for you, and she "naturally" will not have any doubts, but will feel safe and happy to buy yours commodity.

Some people are particularly interested in new products. When a new product comes out, they will rush to buy it first and show it to friends or family members, looking proud.Some people are just the opposite. They are extremely conservative in their actions and don't appreciate new projects and products very much, which confuses their superiors and colleagues.

When buying a product, if the customer says: "I don't know how to use the new product?" It means that he is interested in buying it, but he is worried about the performance, function, quality, failure, popularity, and whether the new product is in line with his identity... Think about it a lot of.If you come to buy goods on behalf of the company and say: "I have suffered a lot and dare not learn from it." It must be that I have made mistakes in purchasing new products and have been taught a lesson.To say so, if there is no other objection, shows that he has indeed suffered.At this time, you should listen to his reasons, and after knowing the ins and outs, further discuss ways to improve and let him take the reassurance first.

In addition, it can also guarantee the service of the goods together with the comments of the third party, so as to defeat the other party's objections.

"Mr. Manager, please take a look here. The material used in this part is an alloy with extremely high hardness, and the pressure it bears is equivalent to three times that of the metal used in the old product. Here is an analysis table of super hard alloy (data method) A certain precision instrument company also bought the same product three days ago, and they reported that the performance was excellent and the productivity was extremely high, and everyone was very happy. Here is also a record in Industry Weekly, please refer to it, as it says As recommended, it has a high degree of efficacy, and everyone in the market says it is an epoch-making product (market evaluation). Dr. Hong from an industrial company praised this new type of machine (comment from authoritative experts).”

In this way, customers will definitely increase their interest in your products.

back-commitment strategy

Human nature has a weakness, that is, what is not available is regarded as the best, and what is easily obtained is not very cherished.In terms of sales, excellent salesmen are very good at making use of this weakness of human nature to make a fuss, such as the "retraction strategy", which uses this weakness of human nature.

Withdrawal of the promise refers to the fact that the customer was originally promised to sell the product at a certain price, but he regretted it after a while, and then raised the price.The technique of using "retracting promises" to deal with customers is the "retracting promises strategy."

Smart salesmen know the strategy of taking back promises, and this strategy can often be used on customers who are very price-sensitive.Some customers insist on bargaining again and again, and the firmness shown by him will make even the salesman bow down.However, a back-promise tactic can make the customer end up accepting the salesman's increased price and feeling like he's taking advantage.

Salesman Jackson sells a batch of small commodities to a customer.At the beginning, he quoted 3.60 yuan to the customer, and the customer bargained for 3.50 yuan.After talking over and over again for a long time, Jackson finally said: "3.55 yuan, it can't be lowered.

However, the customer thought: from 3.60 yuan to 3.55 yuan, if I continue to insist, it should be no problem to reduce it to 3.52 yuan.So he said to Jackson: "Needless to say, you also know that the market competition is so fierce now, and products of the same type as yours are everywhere. It is not easy for you to do business, and I can't be greedy. How about it, each 3.52 Yuan, if you give in one step, I will also give in. Let’s stop wasting time. With this time and effort, you can do several more deals. How about it? I’m sincere, it depends on your sincerity gone."

Jackson thought to himself: If I agree to his offer, it will probably lead to another round of bargaining. Who can guarantee that he is not testing me?
After all, Jackson has experienced a lot of transactions, so he did not immediately agree to the client's quotation, but said to the client: "Your quotation, I can't immediately agree to you now, I have to ask our manager and discuss it with him. Only after a moment can we decide." After speaking, he walked into the manager's office at the back.

Soon, Jackson came back with a very embarrassed expression on his face: "I'm very sorry! I made a mistake just now, and the manager told me that the cost of this product is higher than other products of the same type because of the latest technology. The 3.55 yuan I just said was the price before the new technology was adopted, and the current unit price is as low as 3.65 yuan. I am really sorry, you see, I made such a big mistake because of my negligence!"

"What are you talking about? Don't apologize. You have wasted so much time on me. You have to give me an explanation. I don't know any new techniques or old techniques. In short, the price you just said is 3.60 yuan each. I won't tell you any more, there will be more opportunities for us to cooperate in the future. How about this, pay with one hand and deliver with one hand!" The customer's face was full of displeasure.

After thinking about it for a while, Jackson pretended to be very difficult and agreed to the client's request.The customer thought he had fought a beautiful "tough battle" with Jackson, so after paying the payment and picking up the goods, he left quietly.

In fact, the truth of the matter is: it is true that these small commodities have adopted new technology, but this means that the production cost of the commodities has been reduced, and the qualified rate of the commodities has increased, which has little to do with the performance of the commodities, and has more to do with the prices of the commodities. not related.

In this transaction, the salesman Jackson adopted the "retraction strategy."Jackson's "withdrawal of promises" caused the client to think that he was the winner in this deal!In fact, Jackson is the final winner of this deal.

In fact, it is the outstanding performance of a good salesman not to let the customer feel that he has suffered a loss in the transaction, but to make the customer feel that he has taken advantage of it.And the strategy of taking back promises will allow you to receive such effects very well.

The purpose of the strategy of withdrawing promises is to create a sense of urgency in customers, and feel that they should buy things quickly, otherwise they will suffer losses.In sales, sales masters often use some sales techniques that are essentially "retraction strategies", such as "deliberate indifference" and "bluffing".

(1) Intentionally indifferent

Sometimes, when dealing with a certain type of customers, you can’t show enthusiasm for them. Instead, you have to ignore them. In this way, they will pay more attention to you, be curious and interested in you, and then be interested in your products. , and finally buy your stuff.

"Deliberate indifference" is actually a "retraction strategy" in essence.Because when you face some customers with indifference, these customers will think that what you have is valuable, so they dare not pay attention to them, so they will be curious and interested in you and your products, buy them After buying your stuff, I still feel that I have taken advantage of it.

So, what does such a customer look like?This type of customers are often those who rely on their talents and are proud of themselves and think they know everything, know everything, and do everything.In the eyes of this kind of people, the best products can be bought without any salesman at all. They feel that there is no need to deal with any salesman at all. They always think that a salesman is a redundant role.

With this type of customer, when you talk to them, you can project a civility that includes an air of indifference to the success of the deal, as if you don't care at all. This matter is the same, deliberately forming a "seller's market" situation.

Ever since, this kind of customer psychology will very much want to know why you dare to ignore them so much.You know, people like them always think that they are a great person who deserves the respect and attention of others wherever they go.Now that you have a cold attitude towards them, they will naturally feel annoyed, and then want to know the reason very much, then become curious and interested in you and your products, and finally end up buying your products.

In the sales process, when you meet this type of customers, you can communicate with them in a tone similar to this: "Dear sir, you probably don't know that our products are not just for anyone. They are all for promotion, otherwise it will affect our company's reputation!"

When they are surprised, you can continue to say: "Our company only serves special customers, and both customers and service items must undergo strict verification and selection."

(End of this chapter)