Three Steps To Overcome Turnover

At a salesman training meeting, Xiao Li told me a common problem faced by salesmen at present, that is, how to deal with customers' refusal in their business dealings with their customers.

Rejection is the selling dilemma that salesmen encounter anywhere and anytime.

Being rejected is a very frustrating thing for salesmen.

It means that a lot of preparatory work for sale promotion will be wasted.

So some salesmen lost their confidence and could not withstand this cruel blow, and finally eliminated themselves in this career.

And there are some relatively experienced salesmen, who face more customers' refusal, and gradually doubt their abilities, so that they suffer from fear of turnover.

In the long-term work practice, I think refusal is not terrible, the key is to treat it with a kind of mindset, and master some marketing skills.

In response to customer refusal, I summed up the three steps of selling sales.

The first step is to introduce some of the advantages of merchandise to customers.

Including the quality of goods, technology advantages and price, in order to give customers a good initial impression.

The second step is to solicit customers' recognition of other advantages of commodities and lay the foreshadowing for the paction.

The third step, once the customer agrees to these advantages of the commodity, he must timely sign the order.

The result is that the success of the paction may be a failure.

If we succeed, we must learn to "push forward" and further increase the number of pactions. If we fail, we pretend to be deaf and dumb, refrain from listening to customers' refusal, and continue to introduce some other advantages to customers, including other methods and skills that are conducive to our paction, and once again get customers' approval, and then propose paction requirements.

It can be said that sometimes when we ask customers for several paction requirements, the customer will finally sign the contract.

Experience shows that toughness is important in the stage of sales promotion.

Hongkong's sales champion Wang Feng and Liu have talked about this: once, he was watching the stock market on TV. His 6 year old daughter came up and asked him: "Daddy, you give me 50 yuan."

Feng did not raise his head and refused: "go, go."

The daughter pulled his sleeve and asked again: "Daddy, you give me 50 yuan."

Feng Liangnu looked at her with a twist and said, "after a while."

The daughter then sat on his lap and pulled Feng's arm and asked again: "Daddy, you give me 50 yuan."

Finally, "deal".

It is to give customers a lot of requests for rejection, and do not give up a little hope. Even when they are away from customers, they should smile and create new opportunities.

There are six key words in the paction: initiative, self-confidence and perseverance.

First, the salesperson should take the initiative to make a request for a paction.

Many of the salesmen failed because they didn't ask for orders.

According to the survey, 71% of the salesmen failed to make timely requests for paction.

Peter Mike, former chairman of the Xerox Co, said: "the main reason for the failure of salesmen is not to sign the bill, not to ask the customer for a paction request, as if they were aiming at the target but not locking the trigger."

Some salesmen were afraid that the request for a paction would be rejected by customers.

This fear that failed to dare to put forward the psychological requirements of the paction, so that the salesman has failed at the very beginning.

If a salesperson can not learn to accept the answer of "no", such salesperson is an ineffective person.

Secondly, we should confidently propose the paction requirements to the customers.

Xie Fei Luo, one of the ten top salesmen in the US, said: "confidence is infectious, and salesmen are confident that they will feel confident."

With confidence, customers can make decisions quickly.

If the salesperson is not confident, it will cause customers to have doubts and hesitation: shall I buy it now? "

Finally, we must insist on making repeated requests to customers.

A super salesman in the United States pointed out from his experience that the success rate of a paction is around 10%. He always looks forward to reaching a paction through two, three, four, and five efforts.

According to the survey, salesmen need to make 4.6 paction requests to customers each time they get an order.

Mao Zedong said, "victory lies in the last effort."