Six reasons why customers refuse.
1, I'll think about it, explain that I'm not interested in your product, and try to tap his real needs;
2. This product is too expensive, which means that he wants you to discount or find a cheaper product;
3, other people's homes are cheap, this is to inquire about your reserve price and play psychological warfare with you;
4. Exceeding my budget means that he is too expensive, but he wants to buy it, so he can guide customers from the benefits brought by the product;
Buying it later shows that he still wants to go to another home. You need to tell customers what discounts are available now. If you miss it, you won't.
6. I have to ask XXX first to explain that he recognizes your product, but he is not the decision maker. You can add his friends to the online training.
1. Inquiry method: Usually, in this case, the customer is interested in the product, but may not know the salesperson's introduction (such as a certain detail), or he is afraid to make a decision because he has no money or decision-making power. Therefore, the salesperson can find out the reason by asking, and then prescribe the right medicine. For example, sir, is there anything I didn't explain clearly just now?
2. Hypothetical method: Assuming that the transaction is completed immediately, what benefits can the customer get; If you don't close the deal right away, you may lose some benefits. Mr. Wang must be interested in our products. You can get a discount of ×× (plus gifts) if you buy it now. We only hold this activity once a month. If you don't make a decision in time, you may miss it. ...
3. Direct method: By judging the customer's situation and directly asking the customer, especially when the male customer has money problems, the direct method can better stimulate his trading motivation. For example, sir, are you hesitant about money?
The essentials to deal with customer rejection can refer to the following aspects:
"I'll think about it" ending method
When the customer says he wants to think about it, the salesman can jokingly say, "You asked me to think about it, not just to avoid me?" Can you let me know what you want to consider? Is it product quality, after-sales service, or what I just missed? "
Powell closure method
When customers like a product, but they are used to postponing the purchase decision, the salesperson can say: "Former US Secretary of State Powell said that postponing the decision will make the United States lose more than not making a decision or making a wrong decision. Aren't we talking about a decision now? If you say' good' today, you will get the following benefits ... Obviously, saying' good' is more beneficial than saying' bad', don't you think? "
? "Off-budget" settlement method
When a customer finds an excuse to delay the transaction or reduce the price, the salesperson can say, "I fully understand what you said, and any expenditure must be carefully budgeted." However, if the products we are discussing today can bring you direct benefits, would you rather let the budget control yourself or control the budget yourself? "
"bargain-hunting" transaction method
When customers are used to bargaining for high-quality products, salespeople can say, "I understand your idea." General customers will pay attention to three points when choosing a product: product quality, excellent after-sales service and lowest price. But in reality, everyone has different emphases on the best quality, the best after-sales service and the lowest price. So, if you want to choose a product now, which one do you value more? Sometimes we can get what we really want by paying more attention to our inner thoughts when choosing. Do you think so? "
"Economic Truth" Trading Law
When the customer wants to buy the best quality product at the lowest price, and the price of your product can no longer be discussed, the salesperson can say, "Sometimes it is not entirely correct to use price to guide us to make a purchase decision. No one wants to spend too much money on a product, but sometimes it is also a problem to invest too little. Too much investment, thanks to a little money, too little investment, more losses, because the products bought can not bring the expected satisfaction. In this world, we seldom find that we can buy the best quality products at the lowest price, which is an economic and social truth. If you agree with me, why not increase investment and choose better quality products? When you choose a better product to enjoy the benefits and satisfaction, the price is not very important, don't you think? "
Why did the selling school teach you this? ?
Today, the drum of "new opportunities" has sounded! In the "China Venture Silicon Valley"-Hangzhou, an Internet e-commerce education and training enterprise platform named "Selling College" is emerging in Ran Ran. Before the introduction of the national policy, it has been involved in the field of e-commerce incubation and new retail services in physical stores. Different from the traditional e-commerce incubator, Selling College is not a single traditional e-commerce incubator, but has helped more than100000 minority economic groups to successfully start businesses and find jobs with innovative business models and strong resource support. Provide all-round one-stop, all-round nanny and housekeeper services such as e-commerce, WeChat commerce, marketing, new retail series online system training, operation, promotion, supply and technical support for ethnic economic entrepreneurs. At present, the e-commerce team with 100+ has trained 6000+ students and hatched 10000+ stores!
The Maimai Electronic Business School of Hangzhou Maimai Network Technology Co., Ltd. is praised by the industry as "the cradle of personnel training for Internet core technical posts". College lecturers are all gold medal lecturers of Amoy University, and have many years of rich operating experience.
Sales College: Learn to sell in business, sell in business, and make business easier!