Common coping guidance strategies

The reason why customers say that there are few styles of products and there are no beautiful ones may be because they have been shopping for a long time, or they have seen too many products, which leads to aesthetic fatigue of products. In fact, no matter how many products there are in the store, customers will feel that there are few styles or nothing to see before they know their characteristics. In the face of the customer's objection that there are too few styles, the salesperson must first give full understanding. Then guide the customer's thinking to what kind of products can meet the customer's needs. In this way, the contradiction can be easily transformed, which not only gives the customer enough face, but also further understands the real needs of the customer. Kill two birds with one stone.

Speech paradigm

Examples of speeches 1? Salesman: "I know what you mean. Do you want to choose a function key with multiple functions, good safety, full quality, distinctive features, practical durability and good quality, which can fully show your personal buying vision? " (Effectively transform the customer's problems)

Speech example 2? Guide: "Miss, thank you very much for your advice. You're right, there are not many styles of our products, because our company has always adhered to the production concept of "fine but not expensive", and each design has its own characteristics. Do you want an economical and practical product or a product with more functions? Do you want me to introduce you to two models? " (Shift the topic to product introduction in due course)

Example 3 of speech? Shopping guide: "Oh, sir, the problem of less styles you mentioned does exist. Some customers have mentioned it to me before, but in the end they all bought the right products and placed orders with satisfaction. " (Smiles at customers, pauses) Salesperson: "Seriously, there are fewer styles of kitchen appliances than other household appliances. Because there are various brands of kitchen appliances, there are many miscellaneous brands. There are many similarities between styles and designs, but although the styles of products are similar, the safety performance is completely different. Truly good quality brands have almost fewer styles, because only small brands have diverse styles, because they are all counterfeit. Imagine that counterfeit products only advance the appearance, but as for function, quality and safety factor, they can't be copied. Therefore, styles can't be as diverse as miscellaneous brands, only paying attention to appearance, and there is no guarantee. I recommend several products with strong safety and absolutely satisfactory cost performance to you.

Methods and skills

Skills to solve the customer's objection of "few styles and ugly appearance";

1. Agree with customers' opinions and give them enough face.

2. Thank customers for their suggestions. Know what customers really think. (choose a method, is it universal or practical? )

3. Introduce specific styles to customers by experience.

4. Skillfully use turning words such as "but" to shift the topic to product introduction.

100 sweet talk, let customers give you money happily.

First of all, I want to consider the mode of transaction.

After we put forward the transaction, some customers will definitely make a decision to postpone the purchase, because all customers know these skills. I believe they will often say, I'll think about it, we'll put it on hold, we won't make a sudden decision, let me think about it and so on.

If you really hear your customer say such a thing, I tell you that this customer is already yours. If you master this skill.

You can say: Mr./Ms. So-and-so, obviously you won't say you have to think about it unless you are really interested in our products, right? After this sentence, you must remember to give your customers time to react, because their reaction will usually play a great auxiliary role in your next sentence.

They usually say: You're right, we are really interested and we will consider it. Next, you should make sure that they will really consider it, Mr./Ms. Since you are really interested, I can assume that you will seriously consider our products, right? Please note that the word "consider" must be spoken slowly and with emphasis.

What would they say? Because you seem to be leaving, don't worry, they will answer. At this time, you should say to him: Mr. So-and-so, you are not saying this to drive me away, are you? I mean, you said you should think about it, not just to avoid me!

When you say that, you must act as if you understand what game they are playing. After they react, you must find out and put more pressure on them. You can ask him: Mr so-and-so. What did I miss or not explain clearly just now, which led you to think it over? Is it the image of my company?

You can give many examples in the second half of the question, because it allows you to analyze the benefits that can be provided to them. Until the end, you asked him: Mr. XXX, seriously, is it possible that it is a question of money? If the other party is sure that it is really a question of money and you have broken the law, I will consider it.

At this time, if you can handle it well, you can make a business, so you must handle it well. Ask the customer if there is anything else besides money. Make sure you really hit the last hurdle before moving on to the next trading step.

But if the customer is not sure whether he really wants to buy it, then don't rush to close the transaction on the issue of money, even if it is a wise money decision for the customer. If they don't want to buy it, how can they care how much it costs?

Great! Money is my favorite way to deal with problems.

I don't know if you have heard of it in the promotion experience. The price is much higher than I expected. I didn't expect such a high price and so on.

In my sales career of 17 years, I have heard of100000 times, but fortunately, I learned how to break through this obstacle very early, so my performance has always been the first in our company. Now, I will provide it to you.

The first step of this trading method is to determine the difference between the price of your product and the expected price of your target customer. Now let's assume that the product you sell is a high-speed printer, and its price is 10000 RMB, while the expected price of your target customer is 8000 RMB. At this time, you must make it clear that the difference between you is 2000 RMB.

But unfortunately, when our salespeople encounter the problem of high price, they usually focus on the whole investment. This is really a big problem.

In fact, once the price difference is determined, the problem of money is no longer 10000 yuan, but 2000 yuan, because your customers will never get your products or services for no reason.

Now you say to your target customer: Mr. So-and-so, the difference between us should be 2000 yuan, right? Now, I think we should handle this problem carefully with the customer's idea.

We assume that the normal service life of this high-speed printer is five years. Take your microcomputer to your target customer and tell him: Mr. XXX, the service life of our printer is five years. Have you confirmed it?

It's good. Now we divide 2000 yuan by five years, so your company's annual investment is 400 yuan, right? It's good. Your company should be able to use printers for 50 weeks a year, right? If you divide 400 yuan by 50 weeks, your company's investment should be 8 yuan every week, right?

Now you say: Mr. so-and-so, I know that your company works long hours and you often work overtime, so I assume it is reasonable to use this printer for six days a week? Please divide eight dollars by six. What's the answer? It's 1.30 dollars. Remember this answer and let your customers say it, because in the end, your customers will find it ridiculous to argue with you about 1.30 a day.

You smile and say to your customers: Mr. So-and-so, do you think we should let one dollar and thirty cents a day hinder your company's profitability and increase production? To hinder the expansion ability brought by this speeding banknote printing machine? He replied that he didn't know.

Ask him again: Mr. so-and-so, I have to ask you another question, which also has the advantage of saving time. We have talked about its advantages. Shouldn't this machine create more profits for your company than a worker with minimum wage in an hour?

Your client will reply: Yes, I think so. Because if it is not unconscionable, he has no other choice to answer. Do you think to yourself: Wow, it's really that simple. Why is it not so simple?

I think I can be sure that as a salesperson, money is always the most common problem you encounter. In this case, you might as well apply this skill to your work, practice with colleagues and partners, remember every sentence, write down the numbers, and then use it.

I'm sure your sales figures will increase at an alarming rate. If you still can't use this ending, it won't do any harm to your performance, but if you don't learn and use them, it will be a big problem.

Set a goal and use this and several other trading methods ten times each. Of course, you should try your best to sprint every time you use it. You'll get something. Try each ending ten times, and you will gain a lot. Try it ten times more, and you will soon have your luxury villa and drive Mercedes-Benz 6.0 to promote it.

Third, suppress trading law.

Nowadays, many people live in fear. Some people are regarded as optimists, others as diehards, but most people are vacillating. There is no doubt that the attitude of the news media in reporting bad news makes thousands of influential people afraid to make a decision.

Because many people waver in fear and optimism at this time-even for a minute-you can make a decision and release energy. This is the purpose of suppressing trading laws. Next is the ending method that is suitable for ordinary people.

Mr. so-and-so, I learned a truth many years ago: the buying habit of successful people is this: buy when others sell, and sell when others buy. Recently, many people are talking about the market depression, but in our company, we decided not to let the depression bother us. Do you know why? (Set aside time for customers to ask you why)

Then answer: Because today's very rich people have established the foundation of their success in the recession, they see long-term opportunities rather than short-term challenges, so they make a purchase decision and succeed. Of course, they are willing to make a decision. Mr. so-and-so, you have the same opportunity today, and you are willing to make the same decision, right?

The most important thing of this trading method is to use the front frame technology flexibly.

The first step is to define yourself as a successful person in advance, and successful people will not become a factor that plagues themselves or the company because of the economic downturn. The second step is framing. As a successful man, he always makes wise decisions. The third step is to frame his decision to buy is the right choice. In fact, as long as the front frame is used properly, you can complete your sales at will in many sales occasions.

Fourth, there is no budget trading method.

When the economy is in recession, every salesperson will definitely hear this reason when he visits a company or government agency. When you meet the president or first-level supervisor of the company, when you hear that your product or service is not in their budget, tell them in a sincere tone: no! So I contacted you.

Don't stop there, but how you want to advance depends on whether you do business with profit-making or non-profit organizations. Let's look at the applicable methods. General company's method:

Mr. so-and-so, I totally understand this. A well-managed company needs to carefully prepare its budget. Budget is an important tool to help companies achieve their goals, but the tool itself is flexible, right? As an executive, you should have the right to use the budget flexibly for the company's financial interests and future competitiveness, right? Give your customers time to react. )

What we are discussing here is a system that can make your company continuously competitive immediately. Tell me, Mr. so-and-so, if a product is helpful to your company's long-term competitiveness and profit today, as the decision maker of the enterprise, will you let the budget control you or will you control the budget?

Methods of non-profit companies and government units: I know that every well-managed organization will control their finances with accurate budgets, so I know that your office will change with the rapidly changing needs of the public. In fact, it really is, isn't it?

After the customer's response, continue to say: this means that as the president of such an efficient organization, you can of course use your budget flexibly instead of sticking to the rules. Otherwise, how can your employees quickly benefit from new developments and technologies through your organization?

Therefore, as president, you should have the right to use the budget flexibly and let the organization perform its duties. What we are discussing here is an immediate and continuous cost-saving method (getting attention, increasing the safety and comfort of tourists-whatever benefits will do). Tell me, Mr XXX, under these conditions, is your budget flexible or rigid?

Five, Powell clinch a deal method

In our society, there are always some people who are very procrastinating and hesitant. They obviously believe that the quality and service of our products are excellent, and they also believe that if they make a purchase decision, it will be of great help to their business. But they just postponed the purchase decision.

They are always afraid of wolves before and tigers after. For them, the dominant factor in their decision-making is not the benefits of buying, but the mistakes in case. It is these 1000 mistakes that make them afraid to take the responsibility of making the right purchase. For this kind of customers, Powell's closing method can be adopted.

You can say to him: Mr. so-and-so, US Secretary of State Powell said that delaying a decision wastes more money and time than making a wrong decision, and what we are discussing today is a decision, right?

What if you say yes today? What should I do if I can't say? I don't know, there will be no change tomorrow and today, right? If you promise today, the benefits you get are obvious, which I think you will know better than me. Mr so-and-so, it's better for you to say it, isn't it?

For this weak customer, the salesman must dominate the whole promotion process, and his subconscious needs others to make a purchase decision for him. He always needs to listen to other people's opinions, but he dare not make any decisions by himself.

Such customers and salesmen must learn to dominate the whole purchase process. You should never be afraid to make decisions for your customers. You must understand that your decision may be your customer's buying behavior.

Six, a penny for a penny trading method

In our promotion life, price is always the most frequently mentioned topic by customers. However, it is not important to be picky about the price itself. What matters is the real reason behind being picky about the price. So, whenever someone finds fault with your price, don't argue with him.

On the contrary, you should be happy. Because the customer is interested in your product, he will pay attention to the price. What you have to do is to make him feel that the price is in line with the value of the product, so you can make a deal.

It is not difficult to break through the price barrier. Because if the customer always revolves around the price, it is because he is too concerned about the price and doesn't want you to pay attention to what value he can get in product introduction.

In this case, you can try the following methods. You politely ask: Mr. XXX, have you ever bought anything for free? After he answered, he asked Mr. XXX, have you bought any cheap goods? Something of good quality? You should wait patiently for his answer. He may admit that he never thought that the bargain he bought would be valuable in the future.

Say it again: Mr. so-and-so, do you think it is worthwhile and meaningful? This is the biggest truth between buying and selling. When you make a presentation in this way, almost all customers must agree that what you said is correct.

In daily life, you get what you pay for. You can't buy things for free, nor can you buy good products at a very low price. Every time I want to save money to buy a bargain, I often regret it.

You can conclude with these words: Mr. XXX, the price of our products is very reasonable in this highly competitive market. We may not be able to give you the lowest price, and you don't have to, but we can give you the best overall trading conditions for this kind of products on the market at present? Next, Mr. so-and-so sometimes uses price to guide us to make a purchase decision, which is not entirely wise. No one will invest too much in a product, but sometimes investing too little also has its problems. Too much investment, thanks to a little money, too little investment, pay more. Because the products you buy can't bring you the expected satisfaction.

In this world, we rarely have the opportunity to buy the best quality goods with the least money. This is the truth of economics, that is, what we call a penny for a penny? The advantage of these words is that they are always true. Future customers will know that you are an absolutely honest and frank person, and of course they will know that your price cannot be reduced. This is not an auction. You didn't block the products there. Interested parties are invited to bid. What you sell is a good product with reasonable price. The key point of purchasing decision is that your product is suitable for customers to solve problems and achieve goals.

Seven, others may be cheaper.

I think in your sales career, you may often encounter other products that are cheaper than yours. This is of course a question of price. But first of all, we must distinguish whether he really thinks your product is more expensive than others', or whether he just uses this sentence to bargain with you. Knowing their satisfaction and interest in the quality of your products and services will greatly help you complete the transaction.

But no matter what his attitude is, you can use the following trading methods to effectively stimulate their desire to buy unless they are really not interested in your products and services. But if your customer is really not interested, he won't pester you about the price, will he? Let's look at the following trading methods. They may just want to buy the best products and services at a lower price.

In this case, you can tell him: Mr. so-and-so, the price of other people's homes may really be lower than ours. In this world, we all hope to buy the best quality goods at the lowest price. According to my personal understanding, customers usually pay attention to three points when buying: ① the price of the product; ② product quality; ③ Service of products.

I've never found a company that can provide the best products and services at the lowest price, just like Mercedes-Benz cars can't sell at Santana's price, right?

After saying this, you'd better leave your time to respond to customers. Because what you said is economic truth, it is difficult for your client to refute you. He can only say yes. Next, you say to your customers: Mr. So-and-so, according to your years of experience, it is a very legitimate trading condition to buy our products and services at this price, right?

Let your customers answer, because your product quality and service really meet this price, and your customers should not give a negative answer if they are not deliberately making things difficult. Then, you continue to ask him: Mr XXX, which one are you willing to sacrifice for your long-term happiness? Are you willing to sacrifice the quality of your products? Or is our company's service better?

Mr. so-and-so, is price really that important to you? Sometimes it's worthwhile to invest more in order to get what they really want, don't you think? In fact, the low-level purchasing staff of large companies are committed to getting the lowest price from suppliers as much as possible. However, experienced buyers know that low-priced products often cause more problems than they can solve.

According to their experience, senior buyers are more concerned about obtaining the highest quality products, far better than those with low prices. They all seem to make better decisions for the company. Mr. so-and-so, is that right?

If your products and services are really good enough, you just need to write down the above language and say it, and your order will be enough.

Eight, ten test trading method

Another good trading method is the ten-fold test trading method. The specific application is as follows: Mr. So-and-so, many years ago, I found that the perfect test of a product's value is to see if it can stand the test of ten times.

For example, you may invest in houses, cars, jewelry and other things that bring you pleasure, but after you have it, can you answer this question for sure? Are you willing to pay ten times more for this?

For example, you may have invested in the cost of health consultation, which greatly improved your health, changed your image, enhanced your self-confidence and increased your income, so what you paid was worth it. Some products, when we have it for a period of time and find that it has changed us, we will be willing to pay ten times its price to own it.

Nine, no deal

Have you ever met a customer who just told you not to, and there is nothing else to polish? You will meet it sooner or later. Think about this question first, so that you won't be too shocked when you hearno. Usually, you will hear some flexible rejections, such as your product is very good and we need your product (or service), but I have to refuse.

On these occasions, learn the closing method used by super salesmen, and study it carefully in order to increase your order. Mr. So-and-so, there are many salespeople selling many products in this world, and they all have good and convincing reasons to ask you to invest in their products and services, right?

Of course, Mr XXX, you can say no to any or all salesmen, but in my industry (tell me about your products and services), I am a professional, and my experience tells me an irresistible fact that no one can say no to my products. When he said no to my product, he was actually saying no to his future happiness, happiness and wealth.

Mr. So-and-so, if you have a product today, the customer needs it very much and wants to have it very much, will you let him say no to you because of the customer's little problem? So, of course I won't let you say no to me today.

Ten, yes, it is the way of trading.

If the products you sell are of good quality, and the advantages of some products meet the needs of customers, you should prepare some questions for customers to answer only yes before customers admit these advantages. For example, Mr. so-and-so, our product saves 20% electricity than product A, right? Our machine is cheaper than that of Company A, 500 yuan, isn't it?

Of course, these questions must show the characteristics of the product, and only when you are sure that the customer will answer yes. By mastering this skill, you can create a series of questions that customers can answer. Finally, when you ask your customer to sign the order, he will willingly answer yes.

In our sales world, the person who can make a request is the winner. But unfortunately, too many people are unwilling to ask for what they want and need for fear of failure and rejection. They will guess, hint and hint in various ways, but they don't want to risk being rejected and ask directly. Whether your life is successful or not depends largely on your ability and willingness to get what you want.

Learn to ask actively, pleasantly, politely, expectantly, ask for information, ask for an appointment, let others tell you the reason for his hesitation, and understand the implication of customers. Most importantly, you have to let customers place orders. At the end of all explanations, sales activities and conclusions, ask customers to make a purchase decision.

As the Bible says, if you ask him, you will get an answer. If you go to Carl, you will get something. Courage and courage are the basic qualities of a top salesperson. They are salespeople who can give full play to their greatest potential. They are all brave people, who can overcome their fears, go forward bravely, and are not afraid of failure, frustration and refusal to wait for bullets.

Once you decide what you want, you will act as if you won't fail, and you will achieve it!

In sales, unless you doubt, fear or set limits for yourself, your achievements are infinite. When you practice bold moves and show a gesture that you can't fail, you will immediately integrate courage into your important personality traits, which will run through your life and your success in sales will be just around the corner.