1, direct request
After the salesperson gets the customer's buying signal, he directly proposes the transaction. When using the direct method, the key is to get a clear buying signal from the customer. For example, "Mr. Wang, since you have no other opinions, let's sign the bill now." When you ask for a deal, you should keep silent, wait for the customer's response, and don't say anything more, because your words are likely to distract the customer immediately and make the deal fall short.
2. Choose a method
Sales staff provide customers with two solutions to the problem, no matter which one the customer chooses, it is a result we want to achieve. In this way, customers should avoid the question of "do you want it" and let them answer the question of "A or B". For example, "Do you like white or red?" "Do you sign the bill today or tomorrow? Will you pay by credit card or cash? " Note that when guiding customers to clinch a deal, don't put forward more than two choices, because too many choices will make customers at a loss.
3. Summarize the interest transaction mode.
Show all the actual benefits brought by customers and their own transactions to customers, sort the matters that customers care about, and then closely combine the characteristics of products and the issues that customers care about, sum up all the benefits that customers care about, and urge customers to finally reach an agreement.
4. Preferential trading methods
Also known as concession trading method, it refers to a method in which salespeople urge customers to buy immediately by offering preferential conditions. When using these preferential policies, salespeople should pay attention to three points:
A, let the customer feel that he is special, and your discount is only given to him, so that the customer feels that he is distinguished and unusual.
B, don't discount casually, otherwise the customer will make further demands until the bottom line is unacceptable to you.
C. In order to show that your power is limited, you need to ask the above: "Sorry, I can only give you this price within my processing authority." Then (turn, "however, since you are my old customer, I can ask the manager for instructions and give you an extra discount. But this kind of offer is hard to get, so I can only do my best. " So that customers' expectations will not be too high. Even if he doesn't get the discount, he will think that you have done your best and won't blame you.
5. Challenging methods
The incentive method is to use customers' competitiveness and self-esteem to urge them to buy products. A prestigious Hong Kong couple went to the mall to buy jewelry. They are interested in a 90,000-dollar jade ring, but they are hesitant because it is too expensive. At this moment, the salesperson who was reading came over. She introduced to the two guests that the wife of the president of a Southeast Asian country came to the store and saw this ring. She liked it very much and couldn't put it down. But I didn't buy it because the price was too high. After being provoked by the salesman in public, the Hong Kong couple immediately bought the jade ring because they wanted to show that they were more powerful than the president's wife.
Salespeople should be calm and natural when challenging each other, so as not to let them see that you are "challenging" him.
6. Consistent trading methods
Customers are unwilling to take risks when buying products. Customers are generally skeptical about new products that have not been tried by others and dare not choose easily. They are easy to trust and like products recognized by everyone.
A customer took a fancy to a microwave oven, but didn't decide whether to buy it or not. The salesman said, "You really have a good eye. This is the best-selling microwave oven at present. On average, more than 50 sets are sold every day, and you have to make an appointment in the peak season to buy the spot. "
7. Regret losing your trading method
Take advantage of the "fear of not buying" mentality. The more you can't get or buy something, the more people want it and 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 way to regret the failure of the transaction is to grasp the customer's psychology of "winning without arrogance and losing with grace" and urge the other party to make a purchase decision in time by putting some pressure on the customer. Generally, we can start from these aspects:
A, the quantity is limited, mainly similar to "the purchase quantity is limited, and I want to buy it as soon as possible".
B, limited time, mainly to enjoy the discount within the specified time.
C, limited service, mainly in the specified quantity will enjoy better service.
D, price limit, mainly for the goods to be increased.
In short, we should carefully consider the consumer object and consumer psychology, and then set the most effective trading method. Of course, this method can't be abused, and it can't be made out of nothing, otherwise it will eventually lose customers.
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