Dissolving Customer'S "Sharp Sword"

I asked for an excellent salesman's work experience, he concluded: marketers should always maintain "three hearts" at all times, be persistent in their work, be patient with their customers and be confident in their products. The truth is simple, but it is not so simple to really do it. We are in the "buyer's era". When we talk about our customers, we introduce our good intentions to customers. When customers are cold, "we do not need" or "I am not interested, many marketers have a feeling of" hot face sticking to cold buttocks ".

Therefore, how to deal with customers' rejection is a course that must be repaired by rookie. This is not only the training of language courses, but also the training of psychological courses.

No matter what the customer is wearing. Psychology All kinds of refusal can be made, but as long as marketers are skillful in coping with knocking on each other's doors, the key lies in their perseverance. How to resolve customer's refusal, I hereby introduce the "six Swords" to resolve customer's refusal:

　　 The first sword: Reasoning from analogy

Customers often face embarrassment or politeness, and his refusal is often just a pretext. For example, "I happen to have a meeting, I really can't afford the time". If sales say you are free then contact again, and customers never seem to be free. This requires you to summon up your courage and use the analogical reasoning to move forward without any purpose.

Example:

The customer said, "I am busy during this period, and I will talk about it later."

The salesperson said, "now, in the mouth of successful people, the word" busy "is the most frequently said word. Wang is a very enterprising person. He always keeps busy in building a leading enterprise in the industry, right?

The customer sighed and said, "yes!"

The salesman said, "I have a good plan that can help your company to increase its economic efficiency by more than 20%. Why don't Wang Zongni steal and listen?"

In the face of the customer's excuse, no matter what the real situation is, do not answer from the positive side, instead, put forward a question of the other party's interest, then make a rhetorical question, point to the most concerned wishes of the customers, and put their views in analogy in the peaceful words, which makes people interesting and impressive.

Tips:

When the customer finds out various reasons for making a refusal, if the answer is positive, customers will still find more alibi. Marketing experts often talk about the matter, take the reasons of customers' shirking as bait, lead the opponent into the set, and take advantage of the way of analogy to take the initiative and let the other side get excited.

　　 Second sword: In the light of its general trend

In the actual sales process, there will inevitably be malicious malice. As a mature salesperson, there is no need to distinguish positively. Good people tend to muddle the situation and profit from it. We should draw the majority of people to isolate the other side. To create a situation where the other side is in opposition to everyone.

Example:

At the demonstration meeting of the technology program, Wang Wei won a great victory and received the unanimous praise from the experts at the scene. Suddenly, an objection was not bad and kindly said, "your plan is full of loopholes, and there is no hint of a great deal of maneuverability!"

The scene was silent. Wang Wei stood up and said leisurely, "I feel the same thing about this gentleman, but before so many experts, they will say you are an amateur!"

Wang Wei's words drew laughter, and the objection turned red and could not say a word.

Wang Wei faced the hostile provocation of the other side. If he retorts from the front, he will inevitably get into the trap of the other side. The other side must have prepared enough bullets to deal with Wang Wei's rebuttal. In fact, Wang Wei did not move for the other side. He cleverly brought most of the experts from the scene to the camp of experts so that the other party felt that they had no interest in violating public anger. This is precisely the essence of "being guided by circumstances".

Tips:

When facing a just occasion, we should face the hostile provocation of the opponents, and refute the other from the front. This can only enter the trap of the other party. Marketing Masters are good at mobilizing the emotions of the people around them, turning the opponents' spearheads into single people and isolating each other. Give your opponent mental pressure to make no return. The core of industrial product marketing strategy is to expand supporters, draw the neutral and isolate the opponents.

　　 Third sword: pretend to be foolish.

In the process of communicating with customers, the customers who pretend to be ignorant can refuse you with very outspoken words. If you expose them face to face, you will let the customers get out of the box on the spot. The result can be imagined. At this point, it is better to "pretend to be silly" and give customers the steps to get the happy results.

Example:

After a lot of communication between a salesperson of a relay manufacturer and a purchasing manager of an enterprise, the purchasing manager politely said, "we already have fixed electricity supplier, and now we have no intention of changing suppliers. I'm sorry, but I can't help you this time. If your company is producing other matching products, "

The salesperson said quietly: "you mean, apart from power saver and other matching products, your company is still choosing suppliers, right?"

The purchasing manager said, "yes!"

The salesperson apologized, "I'm really sorry. I didn't say clearly when I introduced the company's products. My company is producing relay. It is two different kinds of products, and please take care of it."

The purchasing manager said awkwardly, "Oh, good! Good!"