Sales start with being rejected

Chapter 24 Use your brain to make a deal—Let customers not decide on your creativity (3)
You can continue to say: "In choosing sales targets, first of all, we require customers to meet certain conditions. Then again, there are not many customers who can meet this condition, and you are just one of these few customers." One."

After letting customers digest your words, you can talk to them a little bit about business matters: "If you want to know about our services to customers, we can provide you with some information."

But what to remember is that even if the customer agrees with you and expresses his willingness to buy, you should still pretend to be indifferent and make the customer feel that it is more important for him to make this deal. The good thing is that it's his loss not yours if he doesn't buy from you.

(2) Bluff

"Bluffing" is one of the tried-and-true "back-of-promise tactics" commonly used by sales masters.The purpose of the bluff is to create an immediate desire to buy in the customer.

As a salesman, you have to properly create a little suspense for customers during your sales promotion process, so that they have some sense of urgency, so as to create a feeling that now is the best time to buy, and then ask for an immediate deal with you, otherwise they will You will think that you will miss a good opportunity.

How to use "bluff"?For example, phrases like this are commonly used by salespeople:

"The raw materials of this commodity are ready to increase in price, so this commodity will soon also increase in price!"

"Starting from the next quarter, our company may reduce the supply of this commodity due to insufficient manpower."

The method of "bluffing" can very effectively stimulate the psychological needs of customers, greatly mobilize customers' desire to buy, and will be of great help to you in the sales process.Therefore, you must master it and use it proficiently in sales practice.As long as you know how to use it, it will definitely work once you try it, and the order will be soft.

power of suggestion

A salesman who doesn't know how to use hints to stimulate customers' desire to buy is not a good salesman.

Clever use of hints in sales can cleverly avoid customers' direct rejection, which is the best strategy for continuous attack and defense in the sales process.It can not only maintain a good relationship with customers, but also speed up the process of sales.Use psychological hints to influence customers' ideas, change perceptions, enhance buying confidence, and accelerate the transaction process.

The sales situation is ever-changing, and some of your pre-plans may be disrupted. However, compared with this kind of plan, how to train yourself to cope with changes in the sales process is more important, because with the deepening of sales and customer introduction , we will find that different customer needs have great uncertainty, but no matter how things change on the surface, the internal principle is actually the same. The ability of overall planning and the improvement of resilience are largely based on the improvement of overall planning.And learning "suggestion psychology" is an important skill to improve how to respond in the actual sales process!
When the salesperson starts selling, he must make full preparations at the beginning, and make conscious affirmative hints to customers, so that they will walk into your "trap" from the very beginning.For example: "Our company is currently working on a new investment plan. If you make a small investment now. In a few years, your money will be enough for your children to go to college. By then, you You don’t have to worry about your child’s tuition anymore. Going to university now requires such a high fee, and it will be even more unimaginable in a few years. What do you think will happen?”

Of course, after you have given them all the above hints, you must give them a certain amount of time to think about it, and don't rush for success.Let your hints permeate their hearts and make their subconscious minds accept your hints.

Salespeople should be good at seizing the opportunity of attack.If you think it's the best time to know whether your customers are buying or not, you can immediately tell them: "Every parent wants their children to receive higher education." It’s normal. But have you considered how to avoid such a heavy financial burden in the future, and investing in our company now can completely solve your worries, what do you think about this method?”

When the transaction reaches the substantive stage, they may consider your suggestion, but they will not be very careful. Once you test their purchase intention again, they will consider your suggestion again and firmly believe in their purchase intention.

Customers bargaining will lengthen their negotiation time.At this time, the salesperson must negotiate with them patiently and enthusiastically, and constantly reinforce that it is his own intention until the sale is concluded.

If the salesperson can use it properly, you can make the most stubborn customers follow your instructions, and the transaction will even go smoothly beyond your expectations, making those stubborn customers nod and agree to the deal unconsciously.

A sales manager once used the "hint" sales method to successfully make a customer happy to buy a refrigerator sold by the company.When he saw a salesperson talking to a customer, he walked over and said, "That's a nice refrigerator, isn't it?"

"I don't see it well," the woman replied, shaking her head.

"What, you think this refrigerator is not good, do you? Great, but what do you think is incongruous about this refrigerator?"

"These points are okay, but you shouldn't put that round thing on the top, how ugly it is!"

"Perhaps what you said is reasonable. At the same time, my understanding is that it is the round lid on the top that is the biggest feature of our refrigerator. The motors of the refrigerators currently on the market are all installed in the kitchen. , it is very inconvenient, but our refrigerator can install the motor on the dome, which is very convenient. I think you are a busy person, of course you want this refrigerator to save you some trouble and save you some time, don't you? "

"Maybe if you buy it back, the wife next door will be very envious when she sees it, saying that you bought a good refrigerator!"

"If you buy an ordinary refrigerator and go home, the neighbors don't think it's a novelty when they see it. Maybe they will forget it after seeing it, right?"

Then, the sales manager arranged for employees to move the refrigerator out. "Madam, where do you want to put this refrigerator in your home?"

"Ma'am, do you bring the refrigerator back by yourself, or will we send it back to you? We will deliver the goods and install them for free. Here is the delivery note. Please write down the address and phone number, and we will deliver the goods in the afternoon." That's it, then The lady signed on at the cue of the sales manager.

Therefore, hinting is an effective sales tool.As long as you use this method and provide some hints at the beginning of the transaction, the customer's psychology will become more positive, and they will be very enthusiastic to negotiate with you until the transaction is completed.

Psychological suggestion is the core link of purchasing psychological application.It's a small trick, but it's an easy way to impress your customers, and it's surprisingly effective.It can be said that a salesperson who does not know how to use hints to stimulate customers' desire to buy is not a good salesperson.

Try to avoid customer remorse after the transaction

Some salesmen often encounter such a thing, the sales work is carried out successfully, and an order is about to be obtained, but at this time the customer suddenly regrets, so a lot of hard work of the salesman was wasted.

Mr. Liu, a salesman of the cleaning department, when a newly built building was completed, he immediately went to see the manager or business director of the building, and wanted to undertake all the cleaning work, for example, cleaning the floors of each room, glass windows Cleaning, public facilities, halls, corridors, toilets, etc. all cleaning work.When Mr. Liu contracted the business, completed the formalities, and walked out excitedly from the side door, he accidentally kicked over the fire bucket, and the water splashed all over the floor. Mop dry.This scene happened to be seen by the management team leader, who felt very uncomfortable, so he called and canceled the contract. His reason was, "People at your age will do such careless things. The staff responsible for the cleaning work of this building don’t know what they will do, since your staff can’t make people feel at ease, so I think it’s better to terminate the contract.”

A salesman should not get dizzy with joy just because the business has been negotiated, and do things like kick over the bucket, which will make the negotiated business come to naught and the cooked duck will fly again.

Examples of this kind of failure may also happen to salesmen in the insurance industry. For example, when an insurance salesman sells her husband's pension insurance to a woman, as long as he speaks a little carelessly, it will turn a successful and pleasant transaction into Staring at each other and refusing to come and go.

Salesman: "Now that you have signed a contract with us, I believe you feel more at ease, right?"

Customer: "What! What do you mean by that? You seem to think that I am waiting for my husband's death to get your insurance money. Your words are too rude!"

So the negotiation broke down and the business couldn't be done.

So when the business is about to be negotiated or closed, be careful.The so-called careful handling does not mean forcing people too much, but that when the two parties have negotiated a good deal and the customer is relaxed, it is best for the salesman to say a few words less, so as not to disturb the customer's emotions.At this moment, it is best to slowly tidy up the documents spread out on the table, so that you don’t have to spend time chatting with customers, because chatting with customers sometimes makes customers change their minds. If the customer says: "Well! Just now I was Agreed, now I want to think about it again." Then the time and energy you spent will be wasted.

After the transaction is completed, the marketing work will continue.

A professional salesman's work begins after they hear a dissent or a "no," but his real work begins after they hear a "yes."

Never make a client feel that a professional salesman is only working for a commission.Don't let the customer feel that once the professional salesman has achieved his goal, he suddenly loses interest in the customer and goes back to other things.If so, the customer will have a sense of loss, then he is likely to cancel the purchase decision just now.

For experienced customers, he will be interested in a product, but they often don't buy it right away.The job of the professional salesman is to create a need or desire that engages the customer, excites him, and closes the deal with him at the height of his emotions.But when the client's mood is down, when he regains his composure, he often regrets it.

As a real professional salesman, you must know how to consolidate sales results and don't let "cooked ducks fly away".To this end, salespeople can use the following methods.

(1) Thank the customer
Saying thank you doesn't cost much, but it means a lot and leaves a lasting impression on your customers.Most salesmen don't know how to thank customers after saying goodbye, which is why they often suffer from customer returns and not getting more customers.When a salesman expresses his sincere gratitude to a customer, he will be very enthusiastic about you, and will try his best to repay you and express his gratitude to you.

(2) Congratulations to the customer
The customer has agreed to buy, but in many cases, they are still a little uneasy, a little uneasy, and even a little bit regretful.This is a very important moment, and it is very important for the salesman to deal with it calmly.The customer is waiting to see what happens next, he is watching the salesman to see if he is happy, to see if his decision is correct, to see if the salesman will take his money and walk away.

Now more than ever, a client needs the kindness, warmth, and genuine comfort to help him through this difficult time.

After the transaction is completed, the professional salesman should immediately shake hands with the customer and congratulate him.Remember, actions speak louder than words, and a handshake is the customer's confirmation of the deal.Once a client has held your hand, it's unseemly for him to change his mind or back off.Psychologically speaking, when a customer holds your hand, it means that he does not want to go back on his word.

(3) Sign a contract with the customer
A professional salesman should be a contract expert who can complete a contract in a matter of minutes.

If the salesman keeps silent when filling out the contract and concentrates all his energy on the contract, this will cause the customer to think wildly, and he may say to himself: "Why should I sign this contract?" Fear came to him again.When this happens, the deal is probably hopeless.

Professional salespeople should still ask customers to confirm these contents when filling out the contract.While writing, talk to customers at the same time, and the content of the conversation should have nothing to do with the product.Talking about the client's work, family, or children can take the client's mind out of the contract, with the goal of making the time pass smoothly and the client happy with his decision.

(4) Let the customer sign
In order to avoid possible returns first, salesmen should do everything possible to prevent customers from regretting.Once the contract is completed and signed, the deal is considered finalized.

(5) Provide products to customers as soon as possible
Let the customer get the goods as soon as possible, the sooner the better, whether it is a service for the customer or delivery for the customer, it should be done as soon as possible. Once the customer owns the product and tastes the sweetness of the product, see When it comes to its function, you won't regret it.

(6) Send a card or note to the customer

Many customers feel regret when they pay.Whether it is a one-time payment or an installment payment, you always have to hesitate for a while before you are willing to pay.A good way to do this is to send the customer a note, a letter or a card, again complimenting and thanking them.

In order not to let his hard work go to waste, the salesman should do everything possible to prevent the customer from going back on his word. If the "cooked duck flies away", it means that his work is still not in place.

Avoid the most important and take the lightest to facilitate customer transactions

(End of this chapter)