1, to make up for the bad. Simply put, it is to use the advantages of the product to make up for its shortcomings and stimulate customers' desire to buy. When a customer points out that the product has shortcomings or deficiencies, the salesperson can't avoid the problem, let alone deny the product. Instead, he must affirm the shortcomings put forward by customers, dilute the weaknesses, and make use of other advantages of products to make up for the shortcomings, so that customers can achieve a sense of balance in their hearts.
2. Concession method. According to the facts of the product, the salesperson agrees with the customer's idea. When adopting this method, the salesperson gives in first, admits that the customer's opinions are reasonable, and expresses his own views. This can reduce the resistance of customers and be easily accepted by customers.
3. Methods of reforming opinions. In the process of sales, sales staff should learn to transform and use customers' objections to deal with them. In other words, it is also right to attack the shield with his spear. Many times, customers are hesitant, which is not only an obstacle to the transaction, but also a good opportunity to clinch a deal. Salespeople learn to use positive and positive factors to resist negative and negative factors, and use customers' own views to resolve customer objections. This method is suitable for the objections that customers don't insist on, especially some excuses of customers. When using this kind of speech, you must be polite and don't let the customer down.
4. Direct negation method. Direct denial method is the practice of salespeople directly denying customer objections. This practice has limitations, and it is easy to make the atmosphere rigid, which is not conducive to customers accepting the opinions of salesmen. Should be avoided or used as little as possible. When you must use this method, you must make the customer understand that it is only the customer's view of the product that is denied, not himself. Speak tactfully and maintain the self-esteem of customers.
5. Ask the customer the method. Inquiry method is a kind of processing method to politely ask customers' opinions and use words such as why, how and why according to the necessary situation. By asking customers questions, let them express their true views and find out the real source of their opposition, so as to reverse the offensive and defensive situation. When using this method, we should chase customers in time, but we should also pay attention to moderation, and we should not pester customers and get to the bottom of it so as not to offend them.
6. Ignore the handling method. Neglect is to directly ignore the behavior of customers. Such an approach is easy to make customers have a rebellious attitude of ignoring people, and salespeople should pay attention to their goodwill attitude in the sales process.