Special Highlights
Almost everyone has had such an experience. When being criticized, it is inevitable that there will be a certain degree of resistance. If people's psychology can be used reasonably, it will be easy to change the stubborn psychology of some people.
Appropriately give customers a little "threat"
If a "no entry" note is posted on the wall of a room, more people may want to enter the room to see what's going on. Similarly, in sales activities, if the salesperson tells the customer "I don't sell" in a timely manner, the customer's desire to buy may be greater.
When encountering customers with bad attitudes, salespeople can sometimes try to be tougher, because customers have reasons to choose, and as salespeople, they should also have the right to choose. Salespeople should learn to say "no". It is our job to sell products, and this job also requires a certain amount of respect and understanding.
Some customers are unimaginably picky about products. On top of demanding high quality, they also hope for a very low price. What the salesperson has to do at this time is to tell the customer that the price of your product is high because of its quality assurance. If the other party is still hesitant, then tell him directly that if he cannot accept your current price, then you will not sell it and hope to have a chance to cooperate next time.
Salesperson Xiao Xiao has always had very good sales performance since she started working in the sales field. In many cases, she can even successfully sell products that others cannot sell. When asked why it was so easy to complete the sale, she said this: "It's actually not that difficult to say. In the sales process, the status of both parties should be equal. Many sales staff put their own status The position is very low. When facing customers, they just obey, obey, and obey again. They have never thought that simply asking customers to buy your products will cause most customers to have a "rebellious mentality." This kind of sales method will definitely not work.
You can only introduce it to them on the basis of equality. When the customer offers a reasonable price, if the customer is conveyed in a timely manner, "I will not sell it beyond this price range," then the customer's rebellious psychology will be corrected, and they may be happy to accept the product. "
From the words of this salesperson, it is not difficult to see that it is very important to properly convey the message "I do not sell" to customers. When most salespeople generally say "yes", because of the specific impression you leave on customers, you may be more likely to be selected.
For example, in the negotiation process, salespeople must learn to use "threats" appropriately. As long as it is used properly, it will undoubtedly play a good role in promoting your sales work.
If the salesperson appropriately uses the "threat" strategy during the sales process to prompt the other party to make a plan to facilitate the business transaction, it will be more beneficial to the negotiation. But salespeople must remember: the essence of negotiation is to always make the other party feel that they have won.
Regard the customer's rejection as a deal opportunity
As a professional salesperson, you must have such a mentality: Objection is the real beginning of sales. If the customer buys the product without any objection, how can the value of the salesperson be reflected? In fact, any product has shortcomings and cannot be perfect. Customers will definitely have some objections to it, and sales staff must be aware of this.
For an experienced salesperson, objections are not only an obstacle in the sales process, but also a positive factor.
As a salesperson, it is very normal to be rejected when selling products to customers.What will you do at this time? Should you choose to give up, or should you regard rejection as an opportunity to close a deal?
Many salespeople will think this way: The customer has rejected me directly. He no longer wants my products. What else can I do? However, when salespeople sell products, most of them get rejections. Who would trust a stranger's products for no reason? However, those excellent salespeople have completely different thinking. They are often rejected by customers when selling products, but they will never feel sorry for themselves or be pessimistic and disappointed. In their eyes, every rejection from customers is an opportunity. There are reasons for the customer's rejection. He may think the product is expensive, he may not trust the product enough, he may complain that the product does not have after-sales service, etc. Then won’t everything be fine if you solve the customer’s problem?
In this world, there is no problem that cannot be solved. All problems have solutions. As people often say, "There are always more methods than problems" . When you find a way to solve all the customer's problems, what reason does he have for not buying your product? Treating a customer's rejection as an opportunity to close a deal is the secret to being a great salesperson.
salespeople must not be discouraged or give up after being rejected. If you choose to give up, then you have given up the chance of success. You have to understand that it is normal for customers to reject you, but it is abnormal if they do not. When you go to sell, you must be fully mentally prepared and ready to accept rejection from customers. However, you should understand that contains unlimited business opportunities behind rejection. Only rejection can lead to sales. Find the reasons why customers reject you, and then eliminate the reasons, turn rejection into acceptance, and turn crisis into opportunity. This is the quality that an excellent salesperson must possess.
Sales masters who are good at challenging and rejecting mostly adhere to two principles:
(1) Cut off escape routes and retreats, and completely eliminate worries. In order to avoid falling into an emotional trough and becoming depressed, salespeople must always be mentally prepared: today's rejection means tomorrow's success. After failure, you should go back and think about it carefully, summarize your experience, why you failed, why you were rejected, and then find out how to deal with rejection, so that you will be confident next time you encounter a similar situation. Eat a hard time and gain wisdom. Over time, the rejections encountered will be relatively reduced and the success rate will be relatively improved.
(2) Move forward with a will of steel. As a salesperson, you should be considerate of the customer's refusal. Most of the customers faced by sales staff are strangers, and both parties are unfamiliar with each other, so there must be a kind of confrontation and rejection. Moreover, salespeople come to sell goods. Maybe the family is watching TV happily or the staff is in a meeting. A stranger suddenly interrupts the tranquility and work procedures, which will definitely arouse the customer's resentment. Then, the unfriendly tone and blunt rejection are not incomprehensible. However, when salespeople encounter rejection, they must first maintain a good attitude, understand the customer's refusal psychology, and relieve the customer's subconscious exclusionary psychology through friendly chats and other methods, and introduce their products sincerely until the customer believes it.
This article is excerpted from the book "Sales Mind Attack" edited by Cao Huazong. If there is any infringement, please contact us to delete
