How to close the relationship with customers, we must grasp the relationship between business and customers. In the process of sales, it is inevitable to communicate with customers, and experienced sales people know how to grasp the psychology of customers. Now share how to close the distance with customers.
How to close the relationship with customers 1 First of all, don't show off.
When you talk about yourself when communicating with customers, you should introduce yourself realistically, with a little praise, and never get carried away and brag about your origin, knowledge, wealth, status, performance and income.
This will artificially create a gap and distance between the two sides. You know, between people, head to head is close; Pockets and pockets are far apart. Remember, your wealth belongs to you personally; Your position belongs to your unit, temporarily; But your service attitude and service quality belong to your customers and are eternal.
Second, don't be blunt.
As the saying goes, "if you don't hit your face, you won't expose people." When we communicate with the customer, if we find that there is something wrong with his understanding, don't directly point out that he is not? That's not right either? Ordinary people are afraid of losing face and embarrassment in front of everyone, and they should also be afraid of being straightforward.
Kant once said: "The biggest insult to a person is that he is stupid;" The biggest insult to a woman is that she is ugly. "We must look at the people we are talking to, make our words meaningful, take actions according to different people, master the skills of conversation, the art of communication, and be tactful.
Third, don't argue.
When communicating with customers, salespeople should never forget their occupation and what your status is. You know, arguing with customers can't solve any problems, it will only arouse customers' disgust. If you have a heated argument with your customers on purpose, even if you have the upper hand and win, you will be very happy, even if you refute your customers until they are speechless, torn to pieces, blushing and ashamed, but what do you get? It is the loss of customers and business.
Fourth, question
When communicating with customers, salespeople should understand and respect customers' ideas and opinions, and never talk to customers by asking questions. Talking to customers in a questioning or interrogative tone is a sign of impoliteness and disrespect of business personnel, which hurts customers' feelings and self-esteem. Remember! If you want to win the favor and appreciation of customers, don't ask questions.
Verb (short for verb) command
When talking with customers, salespeople should show a little smile, be kind, speak softly, communicate with customers in the tone of consultation, negotiation or negotiation, and never talk with people in the tone of orders and instructions. Always remember one thing-you are not the superior of the customer, and you have no right to tell the customer what to do, give orders or give instructions.
How to close the relationship with customers? First sale: close the distance and stimulate interest.
How to attract customers quickly at the first time and make them willing to continue listening to us? This requires a clever prologue:
Super-practical tip: Starting from the customer's business, we can narrow the distance with the customer through peer examples, stimulate the customer's interest points, guide the customer to tell the problem points, and thus throw out the functional points of the products sold. It is worth noting that if you sign up, you should be able to attract customers' interest successfully, otherwise most customers will hang up as soon as they hear the sales call.
First visit: based on telephone sales, understand the needs.
Scientists have found that the best time to see each other for the first time is 3.2s, and most people have already decided their "sixth impression" of each other within 7 seconds of the first meeting. When meeting for the first time, in addition to the dress code, the greeting at the beginning is also very important. Generally speaking, it is more appropriate to say:
Super-practical tip: In the case of winning customers' favor based on telephone communication, you can shorten the distance when you meet customers for the first time by helping customers recall the telephone content. When you don't know the customer's real problem, try to let the customer say it. Ask more questions, be curious and give full play to the spirit of asking questions, so that customers can complain more and ask more questions to understand their real needs.
Straight to the point: before, straight to the point.
When sales successfully resolved the vigilance of customers when they first met through "approach skills" and gained the basic recognition of customers, the next step can be to try to enter the sales theme. So, after exchanging pleasantries with customers, how do you switch the conversation to the product you want to sell?
Super practical tips: usually you need to find the points with customers on the basis of previous chats, and come up with problems that customers didn't think of from the perspective of helping customers solve problems.
Speaking of competing products: see through the demand and break it down one by one.
"Shopping around" is a way that customers often adopt. In the process of sales, customers often mention: XX products are similar to yours, but the price is much cheaper than yours; The product of XXX is similar to yours, but it has more XX functions than yours. How to answer such a question?
Super practical tip: customers mention competing products mainly based on their real needs. When they meet their real needs and get additional endorsements of brands and services, customers often ignore the negative impact of prices and feel that they are "worth the money". In addition, use less "but" and more "at the same time". For example, the customer asks: What advantages do you have compared with Enterprise A? If you talk too much, you will fall into a trap. It is recommended to ask questions first to understand the customer's thoughts.
Help customers make up their minds: ask questions at different levels and find out why.
When all the details are communicated happily, when the customer still can't make up his mind to "pay the bill", don't rush to force the order at this time, otherwise it will easily cause the customer to go back on his word. In this way, you can help customers make up their minds:
Super practical tip: ask questions step by step until you find the real resistance point of the customer. With the skill of layer-by-layer approximation, keep asking questions, and finally let the customer tell what TA is worried about. As long as the customer's questions can be solved, the transaction becomes a natural thing.
How to force an order: scarcity is created, and if you don't buy it, you will lose.
The closing stage is the time when sales help customers make up their minds, but often at this time, many sales dare not urge customers to close the deal. In fact, it is very important to kick the door at this time, and we should urge our customers to close the deal as soon as possible:
Super practical tip: You'd better use some "seduction" techniques and urging and limiting questions here, otherwise, your process may have to start from scratch. Ask more closed-ended questions, such as "Do you like set meal 1 or set meal 2", and define a range for customers when asking questions, so that customers can make better choices.