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Direct request method

After obtaining the customer's purchase signal, the transaction is directly submitted. When using the direct requirement method, it is necessary to avoid rushing as much as possible. The key is to get a clear purchase signal from the customer. When you ask for a deal, you should keep silent and wait for the customer's reaction. Don't say anything more, because your sentence is likely to lead the customer's attention immediately, and the deal will be lost.

Alternative method

Sales people provide customers with two solutions to the problem, no matter which one the customer chooses, which is the result we want to achieve. Using this method, customers should be allowed to avoid the "do or not" problem, but let the customer answer the question "Are or A". Note that when guiding customers to make a deal, don't make more than two choices, because too many choices make customers feel at a loss.

Summary of the profit transaction method

Put all the practical benefits brought by the customer and their own transactions in front of the customer, sort the items of concern to the customer, and then closely combine the characteristics of the product with the customer's concerns, sum up the interests of the customers, and promote the customers. Finally reached an agreement.

Preferential transaction method

Also known as the concession method, it refers to a method in which the salesperson prompts the customer to purchase immediately by providing preferential conditions. When using these preferential policies, the salesperson should pay attention to three points:

(1) Let the customer feel that he is special, the offer is only for him, and it is very unusual for the customer to feel that he is very honorable.

(2) Never give a discount, or the customer will ask for further requirements until you can't accept the bottom line.

(3) Show that your power is limited and you need to ask for it. In this way, the customer's expectations will not be too high, that is, even if the offer is not available, he will feel that you have tried your best and will not blame you.

Radical method

The radical approach is to use the customer's ambition and self-esteem to urge them to buy products. When the salesperson is urging the other party, it should be calm and natural, lest the other party see that you are "exciting" him.

Herald transaction

Customers are not willing to take the risk when they buy a product. Customers who are not tried by others have been skeptical and are not easy to choose. They are easy to trust and like for the products that everyone recognizes.

Lost the deal

Use the psychology of "fear of not being able to buy". The more people can't get it, the more they can't buy it, the more they want to get it, the more they want to buy it. This is the weakness of human nature. Once customers realize that buying this product is a rare opportunity, they will take immediate action.

The loss of the transaction method is to seize the customer's "get it with joy, lose it with hardship" mentality, and give the customer a certain pressure to urge the other party to make a purchase decision in time. Generally, you can do it from these aspects:

(1) The number of restrictions is mainly similar to “the number of purchases is limited, and you want to purchase as soon as possible”.

(2) Limited time, mainly to enjoy the discount within the specified time.

(3) Limited service, mainly to enjoy better service within the specified quantity.

(4) The price limit is mainly for the goods to be increased.

In short, we must carefully consider the consumer objects, consumer psychology, and then set the most effective loss of the transaction method. Of course, this method can't be abused casually, and it will eventually lose customers.

Step by step

Many customers tend to delay before buying. When a good salesperson encounters a customer, he will agree with them first, then use the techniques of layering approaching, keep asking questions, and finally let the other party say the problem he is worried about. As long as you can solve the customer's questions, the transaction becomes a natural thing.

Assisting customers in the transaction

Many customers do not like to sign orders quickly, even if they are interested in purchasing. At this point, the salesperson will change the strategy, temporarily not talking about the order, and then enthusiastically helping the customer to pick. Once the customer has selected a certain product, you will also get an order.

Contrast method

Write both positive and negative opinions. This is a method that uses written comparative advantages and disadvantages to motivate customers to make a decision. The salesperson prepares a pen and draws a "T" form on the paper. On the left, the front is the reason for the purchase, and the right side is the reason why the negative should not be bought. Under the design of the salesperson, the reason for buying must be more than the reason for not buying, so that you can take the opportunity to convince the customer to make up your mind. Make a decision to purchase.

Small transaction method

Buy a little try first. Customers want to buy products, but when they can't make up their minds, they can advise customers to buy less trials. As long as you have confidence in the product, although the number of orders just started is very small, after the other party is satisfied with the trial, it may give you a big order.

Longitudinal

Some customers are innate and indecisive. Although he is interested in products, he is dragging his feet and delays making decisions. At this time, you deliberately pack things and make a way to leave. This pretending to behave sometimes prompts the other party to make a decision.

Order transaction method

At the end of the sale, take out the order or contract and start filling in the information on it. If the customer does not stop, it means that he has decided to purchase. If the customer says that they have not decided to purchase, you can say: "It doesn't matter, I just fill in the order first. If you change, I will tear the order off and you will have enough time to consider it."

Special treatment law

In fact, there are quite a few customers who consider themselves to be the most important people in the world and always ask for special treatment, such as the lowest price that he personally enjoys. You can say: "Mr. Wang, you are our old customer, so..." This technique is best for this type of customer.

Storytelling method

Everyone loves to hear stories. If the customer wants to buy your product and is worried about something in your product, you can say to him: "Mr., I understand your feelings. If you change to me, I will worry about this. Last year, there was a king. Sir, the situation is the same as you, he is also worried about this problem, but..." Emphasizing the satisfaction of the former customer is like letting the customer feel it.